Whether the reason is a new containment or the transition to a new standard, working at a distance takes sales people away from their customers but also from their own teams.
The geographical spread of the sales force in the broadest sense does not offer a very different framework from that of managing offshore teams. The imperatives are the same:
- Organise regular video meetings with the whole team, with the same subjects and objectives.
- Organise 2 types of regular meetings with each member of the sales team:
* those where pipeline and forecasts will be discussed
* those that will be dedicated to coaching and providing help and support - Intensify training:
* Learn to better target your GAT and to do it in an analytical way.
* Learn how to set up a strategic and efficient approach to key accounts.
* Adapt your messages to your customers’ preferred communication channels
* Expand its areas of expertise - ensure that all means of live (telephone, video) or recorded communication (email, messaging) are in place
- Offer a document storage space shared by all teams (Sales, Pre-Sales, SDRs, Marketing, Controllers)
