3 Ways a Remote Workforce Helps Overcome Sales Management Challenges

Published on Nov 20, 2017 by Maryann Thomas | 5 min(s) read time

Managing a sales team is no easy feat.

 

You’re constantly tasked with responsibilities such as motivating your reps, closing  sales deals, and onboarding new sales staff when you scale. And that’s not to mention the sales training, forecasting, and handling multiple accounts that comes along with all of the above. With this much to tackle, it’s easy to see how even the most highly talented sales managers can feel the pressure when trying to balance these tasks.

 

Those who are part of a startup and lacking in the necessary resources and manpower to hire a sales manager, often find the task of recruitment, training and performance management fall on the CEO. These individuals are all too often forced to take time out of their already stretched schedule to train their sales reps themselves, instead of keeping their focus where it really needs to be (on investment or attracting new business).

 

Even bigger companies who have multiple sales reps may find it’s not ideal to leave the training to the sales manager. While they may be a top salesperson, they may not necessarily have the skills or aptitude to coach and inspire reps, or monitor their performance.

 

- In fact, a study from SiriusDecisions, found that hiring the right people, training them quickly to hit targets and boosting sales reps’ productivity are a few of the top 5 modern challenges facing sales leadership today.

 

But why take on all this additional responsibility, when you can easily get this executed by a trained and certified team working remotely for you, at the fraction of the cost?  Here we elaborate on how they help you with the recruitment, training and performance management of your sales team.

 

 

Recruitment

 

Inbound sales providers usually have access to a vast international network and talent pool of candidates, making it easier for them to seek out the right people for your needs. Whether you are seeking Business Development Reps or Account Executives, the company will first discuss the profile of candidate such as if they must have a particular skill-set or experience in a certain industry.

 

If you’re looking for talent in specific industries or geographic locations, providers use social networking sites such as Facebook & LinkedIn, or identify high calibre candidates with the help of international agencies. They also have ties with global universities and specialists at these organizations who can help with picking out relevant candidates.

 

All candidates undergo a rigorous three-day vetting process and several rounds of interviews, from the HR department to the management team. They are also required to be HubSpot certified in Inbound Sales before they are presented as a potential candidate.

 

This is an extensive vetting process that ensures relevant and skilled sales professionals are trained thoroughly. In addition, hiring a remote workforce helps you save on costs typically spent on an on-site employee including HR, office overheads and employee benefits.

 

 

Training

 

Sales training and onboarding is not only time-consuming in terms of planning and delivery, but also takes up a significant amount of financial resources.

 

Once your new employees are hired, remote workforce providers can deliver training on the product, sales analytics and other aspects of the sales process. Remote workers are also taught how to use CRM to manage and track pipelines, automation analytics to identify high performing keywords to use in calls and emails, as well as to identify which channels to reach a specific buyer persona.

 

Trainees are encouraged to clarify queries with sales managers and discuss all functionalities to maximize understanding.

 

If you’re using a cloud platform like HubSpot, you can easily provide training via a wealth of inbound sales training material such as video demos, email templates, and call simulations.

 

These can be used to not only train your marketing and sales team, but also to educate other departments and management teams. Cloud softwares such as RingCentral allow you track and record training calls in real time, and can be shared with colleagues allowing the relevant team members to assess and improve their overall messaging on calls. 

 

Social selling is another area Hubspot train your reps in, enabling them to target prospects and nurture leads via social channels. Once buyer persona details are fleshed out, sales reps are taught to focus on the particular social channel their buyer persona spends the most time on and use compelling content to get their attention.

 

Your remote team will also practice call scripts through role plays with pretend buyer personas. With the help of your cloud software recording functions, sales reps are able to listen to these calls, review their performance and work on improvements, without the direct supervision of your Sales Manager, giving them time to focus on more pressing tasks.

 

 

Performance

 

Arguably, managing the performance of a sales team is the most challenging aspect since you need to take a results-oriented approach. Constantly keeping tabs on workers can lead to overly tired managers and employees that can begin to feel micromanaged or like their managers have no trust in them. 

 

The need for a management system doesn’t disappear when using a remote workforce provider. Your employees still need some sort of management team to keep them on task as well as have someone to contact should an issue arise. Outsourcing sales team management to an established remote sales provider can take the sting out of the process. As can the use of platforms such as Wrike.

 

Wrike (and the like) can be used to keep workers on track, and create a sense of accountability for all. If there are performance issues or other concerns, managers are able to get in touch with the employee in question, allowing them to provide guidance or advice needed to improve performance.

 

Providers such as these usually have robust and well-executed quality assurance programs, which not only help to decrease operational expenses, but also enhance employee productivity and satisfaction, ultimately leading to both better results and growth.

 

These aspects include, but are not limited to:

 

- Measuring and tracking productivity, via calls, emails, appointments made, leads generated and customer success assistance.

- Coaching, to acknowledge strong points and identify areas of improvement.

- Reporting, to create regular performance reports for clients to see rep progress, training needs and business opportunities.

 

 

And that’s not all!

 

The points  mentioned above are just a few of the benefits using a remote workforce can provide.

 

The costs associated with having an on-site workforce can be substantially reduced with the use of a remote provider due to the absence of expenses such as hiring office spaces and paying the utilities and expenses associated with doing so. This is particularly helpful for start-ups who typically have a smaller budget to start off with and maybe not enough man-power to train their staff as  well as they would have liked (or sometimes need).

 

Outsource your sales team to focus on key priorities (and help create jobs where they’re needed in the process!)

 

Inbound sales providers offer a host of cloud-based services which can relieve the burden on sales leaders today, providing additional resources to recruit, train and manage the performance of your sales team. They also create more jobs in a more diverse way.

 

Instead of spending time on the day-to-day managing of sales reps, this leaves sales managers free to concentrate their efforts on top line tasks such as establishing new relationships, sales forecasting and closing deals.

 

 

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Topics: sales