Sales management challenges for startups can be overcome with easily leveraged remote workforce solutions.
Managing a sales team is a bit like being a juggler. Not only do you have to motivate your reps to close deals but you also have to onboard new sales staff when you scale. From sales training to forecasting to handling multiple accounts, even highly talented sales managers can feel the pressure when trying to balance these tasks.
If you’re part of a startup which does not yet have the resources and manpower to hire a sales manager, the tasks of recruitment, training and performance management often fall on the CEO, who spends time training sales reps instead of focusing on investment or attracting new business.
Even bigger companies who have multiple sales reps may find it is not ideal to leave the training to the sales manager. While they may be a top sales person, they may not necessarily have the skills or aptitude to coach and inspire reps, and monitor their performance.
- In fact, this 2016 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 with the recruitment, training and performance management of your sales team.
Inbound sales providers usually have access to a vast international network and talent pool of candidates, which makes 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 skillset 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 or 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 extensive vetting process over 5 to 7 days ensures that 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.
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. Using cloud software such as RingCentral allows you track and record training calls in real time, which can be shared with colleagues to assess and improve their messaging on calls.
Social selling is another area they are trained 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 cloud software recording functions, sales reps are able to listen to these calls, review their performance and work on improvements.
Arguably, managing the performance of a sales team is the most challenging aspect since you need to take a results-oriented approach. Outsourcing sales team management to an established remote sales provider can take the sting out of the process.
Every sales rep will have a dedicated management team to oversee performance through project management tools such as Wrike. If there are performance issues or other concerns, they get in touch with employees to provide guidance or advice.
Remote service providers will usually have a robust and well-executed Quality Assurance Program, which not only helps to decrease operational expenses, but also enhances employee productivity and satisfaction, ultimately leading to better results and growth.
Some aspects include, but are not limited to:
- Measuring and tracking productivity, via calls, emails, appointments made, leads generated, customer success assistance established.
- 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.
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.
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.