Virtual Management of Large Sales Teams and Creating an Effective Discovery Process

Introduction

As benefit broker owners, you are not strangers to the challenges and intricacies of managing large sales teams. The digital revolution and the rapid shift to remote working brought about by the COVID-19 pandemic have made the task even more complex. Now, you have to manage not just large sales teams, but virtually distributed large sales teams. But is it possible to establish an effective discovery process virtually? The answer is a resounding yes! Welcome to the world of Virtual Management of Large Sales Teams and Creating an Effective Discovery Process.

The Challenges and The Opportunities in Virtual Management

Virtual management of large sales teams is laced with challenges spanning communication gaps, keeping the team motivated, and managing performance. However, if you think about it, the virtual set-up also presents a plethora of opportunities. Reduced overhead costs, wider talent pool, and flexibility of work timings are some of those upsides. The key to a successful transition to virtual management lies in leveraging these opportunities while effectively mitigating the challenges.

Creating an Effective Virtual Discovery Process

An important piece in the virtual management jigsaw is creating an effective discovery process. Traditionally, discovery is all about understanding the needs and pains of your clients. In a virtual set-up, it’s no different. The only difference is how you do it. Weaving technology in the sales process is the answer. Use customer relationship management (CRM) tools, video conferencing tools, and modern appointment-setting services to establish and foster genuine connections with your clients.

Drafting the Perfect Virtual Management Strategy

Creating a robust virtual management strategy is a step-by-step process. Firstly, define clear deliverables for your sales team. Not just targets, but also the approach and strategies they should use. Secondly, establish clear communication norms. Regular video conferences or teleconferences are a must. Thirdly, keep the sales team motivated. Recognize your top performers, incentivize hard work, and keep the team spirit upbeat, just as you would in a physical workspace. Lastly, invest in training your sales development representatives. Ensure that they are well-versed in using appointment-setting services and other modern sales tools.

Benefits of an Integrated Approach to Virtual Management and an Effective Discovery Process

Striking the right balance between virtual management of large sales teams and creating an effective discovery process can work wonders for your business. It can lead to streamlined processes, increased resonation with clients, and ultimately a boost in sales.

Conclusion

It’s not hard to see why Virtual Management of Large Sales Teams and Creating an Effective Discovery Process is the need of the hour. With the right strategy and tools, it is absolutely achievable. As benefit broker owners, you must embrace this new paradigm and equip your sales teams with the skills and resources they need to excel in this virtual business world.