How to stay productive while you sell from home
The first question many new remote workers ask is: How can I be productive selling from home when I’m used to spending time in the office?
It doesn’t matter whether you work in telesales for direct sales companies, sell high-quality beauty products in a shop or travel the country selling handmade handbags at craft markets. For salespeople accustomed to working and socializing with clients and teammates in person, switching to a home-based environment and selling products online from home can be especially trying.
Here are three tips to help ease the transition.
1. Reset your expectations
Before you do anything else, accept that you’ll need to adjust your expectations and be patient with yourself as you switch to a home-based sales workspace.
Adapting to a new way of doing things and new products to sell from home, while also navigating whatever crisis may have required you to sell from home in the first place, is bound to cause some sales pipeline volatility and an overall drop in your sales.
The good news is that you can bounce back stronger than ever by making an effort to:
Keep in touch with colleagues and clients
Stay open to new ways of working, selling and thinking
Set up a dedicated workspace and daily routine
Prioritize focused activity and a positive mindset
There are plenty of techniques online for maintaining and encouraging productivity while working remotely. Now’s the time to take advantage of that storehouse of expert advice.
2. Make use of productivity tools
Adopting flexible sales tools, processes, organizers and infrastructure will ensure you and your team stay as productive as possible while migrating to selling remotely.
For example, having access to technology that facilitates internal messaging and provides reliable phone, video and email communications with prospects and clients is critical.
Sales efficiency is especially key in difficult times. So make a push to automate individual and team workflows wherever possible.
Automation tools can, and should, play an integral role in:
Eliminating busywork while you adjust to your new work environment
Reducing manual tasks to free up valuable selling and follow-up time
Streamlining every stage of new and existing sales funnels
If you haven’t already, consider adopting powerful apps like Smart Docs, GetAccept or PandaDoc to manage sales proposals and contracts going forward.
3. Shore up your customer relations
To prevent your current deal flow from crashing beyond repair, make time to connect with your existing and potential customers by phone or personalized email.
If your switch to a sell-from-home operation is the result of a mutual crisis, be sure to ask your clients how they’re doing and look for ways you can help in the short term.
Staying productive will happen more organically if you also pick up and continue working to:
Being able to manage multiple customer relationships in various locations in your sales pipeline is especially important while you learn to sell products from home.
To embrace the spirit of collaboration this new way of working demands, make sure you use CRM software that allows you to share pipeline access with teammates.
One company that has benefitted from digital tools
Real Business Rescue is an example of a company that has turned to digital tools to manage and improve processes.
“As non-essential UK businesses were instructed to operate from home in the wake of the coronavirus pandemic, the team at Real Business Rescue, situated across the UK in over 50 locations, were pushed to incorporate electronic signature facilities into their onboarding process,” explains Keith Tully, Managing Partner at Real Business Rescue.
“Wet signatures would typically be obtained during face-to-face client meetings, but as Covid-19 restrictions temporarily replaced this with Zoom meetings and telephone calls, the need to integrate an online signature facility which was compatible with Pipedrive became evident.
“In addition to fulfilling legal criteria, this development streamlined the onboarding process and digitized key information which could then be populated into the CRM. The information could be easily accessed by team members across multiple office locations, elevating the customer journey by providing access to intelligent software platforms that could be used at any given time.
“Solidifying the infrastructure of the business to cope with long-term remote working, the RBR team increased their use of online communication platforms, including virtual conferencing facilities.”