It used to be that all a sales manager had to do to manage and coach a rep was to swing by their cube, listen to them make a few sales calls, and take them to lunch. Times have changed.
In 2017 43% of workers spent at least part of their time working remotely which can present a sales management challenge. Fortunately, there are a number of sales technology tools which can make life easier for everyone in a sales organization.
There’s a reason the internet had an absolute meltdown when Slack was down for a few hours earlier this year. It’s instant messaging and file sharing combined. When a team works remotely, the tough things to maintain are: communication and camaraderie. Slack makes it easy to do both.
Not every question or thought deserves an email. Slack allows team members to chat without having to become Facebook friends, mix business and personal via texting, or relying on Skype. It also centralizes all work-related conversations and is searchable. Plus, it has security features like 2-factor authentication by default and is controlled by a single company administrator.
UPtick™ Sales Management Platform
One of the toughest things to do remotely is know the strengths and weaknesses of a rep. When your team is bi-coastal you can’t exactly swing by a rep’s cube for some one-on-one time. The UPtick™ Sales Management Platform gives you an in-depth look at the strengths and weaknesses of every rep on your team, and offers personalized virtual coaching and sales training.
So you can not only set sales goals, but you can set goals for sales improvement based on each of your reps individual needs. Reps enter challenging virtual selling environments, and pitch virtual customers. Reps and their managers get to see their Selling Intelligence™ score – an at-a-glance rating of their overall selling ability similar to an IQ score – and track it over time.
The software hasn’t got much of a learning curve, and can help sales managers discover hidden abilities and deficits in their sales team – even if the team is scattered all over the world.
While project management tools like Basecamp and others have been around for quite some time, many of them duplicate functionality in (and are as pricey as) Salesforce. Asana is designed for all those tasks essential to keeping a remote sales organization working smoothly- that aren’t pipeline related.
It’s essentially a way for managers to keep tabs on tasks without pestering reps. With it reps can not only create their own to-do lists, they can collaboratively manage tasks with people near and far.
What tools do you use to help manage your remote sales team and keep communication flowing? Let us know in the comments!