Remote sales department: practical guidance and challenges

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Content

What is a remote sales department and who is it suitable for?
How to organize a remote sales department yourself
Turnkey remote sales department: pros and cons of outsourcing
How to get around the difficulties of organizing distance selling
How to analyze the effectiveness of a remote sales department?
Remote sales team control: useful tools
How to motivate a remote sales team
Today, more and more companies are striving to make the sales process simpler and more affordable. To do this, businesses are abandoning a large staff of office employees, transferring sales to a different format of work. What to choose: your own remote sales department or a turnkey outsourced sales department?

What is a remote sales department and who is it suitable for?
Organizing a remote sales department involves 2 main options.

The first is hiring employees to work remotely in your own company.
The second is so-called sales outsourcing, which means transferring sales to a contractor for a fee.

In both cases, both the entire sales cycle and its individual stages can be completed remotely.

The option of distance selling can be considered if face-to-face meetings with the buyer are not required - at least in the initial stages.

It is worth organizing sales outside the office only after sales processes have been established and worked out, since a remote department is more difficult to control.

Complex and niche products may not be suitable for remote sales, where consulting and managing the client requires high involvement and awareness of the sales manager.

How to organize a remote sales department yourself
Maintaining your own remote sales department has many advantages. The company is freed from the costs of maintaining an office. The geography of personnel search is significantly expanded. On the one hand, this allows you to find more qualified employees. On the other hand, if necessary, you can reduce payroll costs. With the right selection of employees and competent motivation, their productivity can significantly increase in remote work conditions.

The difficulties that arise when organizing a belarus phone number list remote sales department are reduced control, the need to restructure the criteria for evaluating work efficiency, and the need for special programs.

To organize distance selling yourself, you need:

Carefully set up business processes and work out all stages of sales. Without this, it will not be possible to standardize and control the work of managers. Which means there is a great risk of reducing efficiency.
Write down clear sales algorithms taking into account different situations, create instructions and standards for sales managers. Training and adaptation of new employees will take place remotely, so documentation is essential.
Choose the right software. The minimum set includes a service for maintaining a customer and deal database, a platform for holding meetings and conferences, a program for tracking time expenses, and a service for creating reports.
CRM system for remote sales department
CRM for business replaces many services, so it is a must-have program for remote work.

It is specifically designed to capture customer relationships at all stages of the sales process. The functionality includes maintaining a customer base and history of communication with each customer, recording transactions, and moving customers through the sales funnel.

In addition to accounting for the sales process, the CRM system provides extensive functionality for monitoring work, analytics, and creating reports.

Most of the functions in the CRM system are automated, which allows you to collect the most complete data with minimal effort. In addition, the maintenance of the CRM system is standardized, which eliminates the possibility of errors and allows you to keep the data in perfect order. A great advantage of CRM for a remote sales department is the possibility of joint editing in real time. The implementation of CRM eliminates problems with the access hierarchy and the risk of copying or deleting data.

Turnkey remote sales department: pros and cons of outsourcing
Another option for a remote sales department is outsourcing. This type of remote sales department works for a percentage of each transaction. However, sales are a key part of any business. Outsourcing the entire sales cycle is associated with great risks and is often unprofitable. Therefore, a turnkey remote sales department is possible in the form of partial outsourcing.

The outsourced remote sales department can be delegated routine and not very promising tasks that are often performed reluctantly by full-time employees, for example:

Search for leads on cold databases.
Demand monitoring.
Informing about discounts and promotions.
Conducting preliminary negotiations.