Sales Training: 3 Things to Consider When Moving To Remote Sales

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The landscape of sales is changing quickly. More and more businesses are moving their sales process online. And with good reason. Buyers are more comfortable purchasing online, technology has advanced and bridged the gap between salespeople and their prospects, and the cost of customer acquisition is reduced by 40-90% compared to that of field sales teams.

If you’ve ever considered moving your sales process online, you’ve likely asked yourself this question: Is remote selling as effective as selling in-person? In short, yes. In fact, remote selling can be even more effective than selling in-person. But, making the leap to remote sales requires serious shifts. Sales teams moving their sales process online need to change 3 things: their mindset, their systems, and their process.

When it comes to the mindset, it’s really about embracing remote sales and dispelling the misconceptions about remote sales teams. At HubSpot we hear all the time that sales leaders are worried about the transition. Many sales leaders think that their reps won’t be as productive, that they’ll be unavailable, or that they’ll be hitting the pub rather than doing work. In reality, reps are more productive without travel time, they’re more available with things like live chat or instant messaging, and with tools like a good CRM system, you can have clear metrics showing how much work your reps are actually doing. Embracing the right mindset is all about recognizing that what you were doing in the field, can be done online.

Probably the most important part about making the switch to remote sales is having the right tools in place. You don’t want to approach a transition unprepared. The sales tools you use are going to be the backbone of your team’s success. Roughly 82% of top salespeople cite sales tools as critical to their ability to close deals. Here’s a quick list of some essential tools for remote selling:

1. A CRM like HubSpot
2. A meetings scheduling tool like Calendly
3. A video platform like Zoom or Vidyard
4. An eSignature or electronic document tool Docusign
5. Reporting tools like
6. And finally, an instant messaging tool like Slack or Flowdock.

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