Editor’s Note: This is part of an ongoing series on digital integration, cutting-edge technology and CRM integration from Commercient. Our goal is to help modernize your business and improve sales.
Sales closed is a key metric to predict revenue and measure business growth. This is especially true with a remote sales team, where tracking results can be challenging. How many leads came into your marketing systems? How many of those became customers?
The results are important, but managers and business owners also need to keep in mind the sales processes: How leads get in touch with the company, do they come on their own through the website or other digital channels, or the need to be approached by a salesperson cold-calling them?
In addition, the processes they follow once they’re into the sales funnel, how long does it take them to make a decision — or how many end up with a “no?” Or if the deal is lost to no-decision?
With a remote sales team, watching salespeople’s interactions with leads and customers is not always a possibility. That’s why it’s important to have sales processes in place to provide direction, and to clarify what’s expected from them in every stage of the sales process.
Here’s what a thriving remote sales team looks like, and how they achieve success.
They Take Advantage Of Technology
From CRM and ERP systems, to popular cloud-based business tools for practically everything (team collaboration, accounting, project management, and more), technology is here to make everything faster and easier. Remote sales teams need to embrace these technologies to be able to work better with their co-workers. This will provide a more personalized attention to their leads and current customers.
Much of the data found in these systems are siloed, and data integration can help them work together smoothly. For example, with Commercient SYNC, the #1 data integration platform for sales, ERP data can be seen directly in CRM.
They can access customer information, sales history, terms, invoices, inventory, serial numbers invoiced, multi ship to addresses, etc. In addition, new orders, accounts, won opportunities, etc., created in CRM are SYNC’d back to ERP.
This means less wasted time contacting other departments for a report, or double-data entry and possible errors. Your sales team will have a 360-degree view of customers and leads. And, most importantly, providing a better customer experience, even when they’re not a customer yet!
Smartphones and Mobile Technology are a Remote Sales Team’s Best Friends
Mobile technology has allowed remote sales teams and others to work and collaborate remotely and globally, in real-time. Besides calling customers and leads, a smartphone allows instant messaging, emails, and if the company leverages cloud technology, instant access to CRM or ERP data.
Did a customer call with a question about their contract or services schedule? Does your remote sales team need to follow up with leads, but you’re not sure where they’re at in the buying process?
They Make Their Customers’ Lives Easier
With mobile technology, salespeople are easier to reach. No matter where they’re at right now or where do they work from (home, coworking space, cafes), reachable salespeople strengthen the customers’ ties with the company. If the business decides to take advantage of cloud technology such as SYNC, the customer service provided keeps customers happy.
How? SYNC’d data allows salespeople to easily find the information they’re looking for to provide prompt and accurate answers to the customers. All without needing to access multiple systems or searching for data on other devices, besides the smartphone or laptop.
They Don’t Give Up Too Easily
In B2B sales, the buying cycle tends to be longer. This is due to higher investments, and there are more people involved in the process. In a word, don’t give up just yet. In fact, it takes between 5 to 7 touchpoints to close a sale.
Through a CRM such as Salesforce, you can track that lead’s particular journey: How many follow-up calls they have received, if they watched a demo or not, if there are meetings pending with other decision makers in that company, etc.
If you’re ready to create or strengthen your thriving remote sales team leveraging cloud technology like Commercient SYNC, please contact us today to schedule a demo.