Bringing Sales Floor Energy to Remote Selling Environments
There’s an unmistakable surge of energy on a sales floor that’s running at its peak – big deals are being closed, targets are being smashed, and the team is riding a wave of positivity and success. This palpable energy is often integral to the high-performance culture of the sales industry. However, in today’s remote selling environment, the challenge lies in replicating this energetic atmosphere outside of the traditional sales floor. Adopting the right techniques and technologies can capture and convey just as much dynamism to your customers, no matter where you’re located.
We’ve got your back in this power-packed journey of exploring just how to achieve that magnetic sales floor energy, even in remote selling environments. From cultivating an effective remote sales culture to leveraging video in sales presentations, this article will steer you with practical insights into mastering the game of remote selling.
“Success is simply a matter of luck. Ask any failure.” – Anonymous
Laying the foundation of Remote Sales Culture
Bringing sales floor energy into the remote work environment primarily begins with building a thriving remote sales culture, which is a gateway to team enthusiasm, camaraderie and ultimately, company success. Despite geographical spread, team members need to feel connected and aligned under a common mission. A robust communication framework, regular catch-ups, and virtual team events are crucial in keeping the team motivation high and the sales floor energy intact.
The Power of Video
On a physical sales floor, communication is dynamic. You can observe body language, tone variation, and instantaneously adjust your approach based on the prospects’ reaction. Engaging your customer in a visually-rich conversation with the help of video calls is the key to close proximity of face-to-face interactions.
Virtual reality (VR) tools can allow remote salespeople to demonstrate products, solutions, or scenarios in an immersive environment, replicating, and at times, surpassing the impact of in-person demonstrations. Sales pitches delivered via video call are also found to be more engaging than audio-only calls or emails, enhancing the overall customer experience.
Drive Engagement with Gamification
Adding elements of gamification to your sales strategy can help you mimic the competitive environment of an office-based sales floor. Leaderboards, badges, and rewards can be introduced for meeting sales targets, recognising exemplary performances, and driving team interaction. This not only challenges team members to up their ante but also adds an element of fun to the otherwise mundane act of selling remotely.
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” – Zig Ziglar
Celebrate Wins Publicly, Despite The Distance
The best moment on a sales floor is when the sales bell rings, symbolising that a deal has been closed. How do you recreate this in a remote work environment? Finding ways to collectively celebrate wins, no matter how big or small, contributes to a sense of team achievement and collaboration. Shared virtual spaces for accolades, or recognition in regular virtual meetings, can make a huge difference and boost morale across the remote sales team.
Invest in Remote Selling Technologies
Lastly, to create a virtual sales floor that echoes with energy, it is paramount to invest in remote selling technologies. Customer Relationship Management (CRM) systems, video conferencing tools, headset and microphones for clear audio, high-speed internet connectivity, document sharing and collaboration tools are all part and parcel of the remote selling toolkit.
In conclusion, while remote selling presents its unique set of challenges, it also opens up opportunities to implement new strategies and techniques for sustaining and even increasing sales productivity. Especially in today’s dynamically evolving business environment, mastering remote selling is a must-have skill for every sales professional out there.