{"id":72520,"date":"2021-04-23T17:35:05","date_gmt":"2021-04-23T10:35:05","guid":{"rendered":"https:\/\/www.act.com\/how-to-boost-sales-remote-work-teams\/"},"modified":"2023-04-05T09:29:40","modified_gmt":"2023-04-05T16:29:40","slug":"how-to-boost-sales-remote-work-teams","status":"publish","type":"post","link":"https:\/\/products.act.com\/en-gb\/how-to-boost-sales-remote-work-teams\/","title":{"rendered":"How to boost sales for remote work teams"},"content":{"rendered":"\r\n<div class=\"wp-block-image\">\r\n<figure class=\"aligncenter size-large is-resized\"><img fetchpriority=\"high\" decoding=\"async\" class=\"wp-image-6316\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/2020\/10\/Sales-for-remote-work-teams-1024x536.png\" alt=\"\" width=\"685\" height=\"358\" \/><\/figure>\r\n<\/div>\r\n\r\n\r\n\r\n<p>It might come as a surprise that both employees and employers agree on the benefits of remote work.<\/p>\r\n\r\n\r\n\r\n<p>In fact,\u00a0<a href=\"https:\/\/www.prnewswire.com\/news-releases\/new-research-shows-that-flexible-working-is-now-a-top-consideration-in-the-war-for-talent-300818790.html\" target=\"_blank\" rel=\"noopener\" data-sf-ec-immutable=\"\">85% of them claim that productivity has increased<\/a>\u00a0in their company thanks to greater flexibility, and\u00a0<a href=\"https:\/\/www.flexjobs.com\/blog\/post\/flexjobs-2018-annual-survey-workers-believe-flexible-remote-job-can-help-save-money-reduce-stress-more\/\" target=\"_blank\" rel=\"noopener\" data-sf-ec-immutable=\"\">65% of employees say they are more productive in their home office<\/a>\u00a0than at a traditional workplace (thanks to fewer distractions and interruptions, stress from commuting, and minimal office politics).<\/p>\r\n\r\n\r\n\r\n<p>What these statistics fail to reveal, however, is that\u00a0not all remote work setups are created equal. In fact, it can be\u00a0challenging for certain specialists, most notably those in sales.<\/p>\r\n\r\n\r\n\r\n<p>In this post, we\u2019ll go over what makes a great remote sales team, and how to leverage the right\u00a0<a href=\"https:\/\/dev-inproduct.pantheonsite.io\/en-gb\/what-is-crm\/\">CRM tool<\/a>\u00a0to ensure you can maintain productivity without being in the field or on-site.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">Why sales can be harder to make from a home office<\/h2>\r\n\r\n\r\n\r\n<p>If you\u2019ve ever been a sales rep working far from business headquarters, you\u2019ll already have a pretty good idea of the challenges remote workers face. But everything becomes magnified when the team is split into individual home offices:<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>Social isolation: salespeople tend to be gregarious by nature, which means a lack of face-to-face meetings and networking opportunities can feel demoralising. And while there is no shortage of channels to use to share information (email, Zoom, Skype, internal communication tools), it does mean that there is an increase in\u2026.<\/li>\r\n<li>Communication issues:\u00a0sometimes, having too many communication channels actually has the effect of making it harder to get your message across. Some messages get lost in translation, and others get ignored when they\u2019re in email form rather than a quick face-to-face call.<\/li>\r\n<li>Siloed data: One of the key challenges in sales is getting information that is relevant to you. This is true whether you\u2019re working in a large organisation, or with a small team where information doesn\u2019t flow openly. Have you got access to the right customer data? Have there been support tickets you should know about relevant to this account? While a quick walk across to the other department could answer some questions in a shared office setup, it becomes more challenging to get the right data remotely.<\/li>\r\n<li>Task Management:\u00a0it\u2019s always difficult to juggle the tasks of\u00a0<a href=\"https:\/\/dev-inproduct.pantheonsite.io\/en-gb\/what-is-a-sales-funnel\/\">tweaking your sales funnel<\/a>,\u00a0\u00a0<a href=\"https:\/\/dev-inproduct.pantheonsite.io\/what-is-lead-nurturing-and-why-is-it-crucial\/\">nurturing leads<\/a>\u00a0and closing deals. This becomes even more challenging when your customer information is scattered between multiple team member\u2019s remote offices.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Luckily, you\u2019ll find most of these challenges can be solved by using the right CRM tool.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">CRM for sales: key numbers every business should know<\/h2>\r\n\r\n\r\n\r\n<p>CRM tools have been widely adopted by sales teams for some time now, which is why you\u2019ll find there is no shortage of statistics proving its benefits. Here is a handful of the most noteworthy:<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>According to Nucleus Research, every dollar spent on a CRM tool\u00a0<a href=\"https:\/\/nucleusresearch.com\/research\/single\/crm-pays-back-8-71-for-every-dollar-spent\/\" target=\"_blank\" rel=\"noopener\" data-sf-ec-immutable=\"\">brings $8.71 return on that investment.<\/a>\u00a0That\u2019s a 771% ROI!<\/li>\r\n<li>Effective sales organisations are <a href=\"https:\/\/www.aberdeen.com\/\" target=\"_blank\" rel=\"noopener\" data-sf-ec-immutable=\"\">81% more likely to use a CRM regularly<\/a>, according to the Aberdeen Group.<\/li>\r\n<li>Software Advice calculated that\u00a0<a href=\"https:\/\/www.softwareadvice.com\/crm\/userview\/report-2014\/\" target=\"_blank\" rel=\"noopener\" data-sf-ec-immutable=\"\">74% of CRM users believed they gained improved access to customer data<\/a><\/li>\r\n<li>From the same study, 81% of CRM users access their tool from multiple devices, including laptops, desktops, smartphones, and tablets.<\/li>\r\n<li>When it comes to contact and account management, the\u00a0<a href=\"https:\/\/www.g2.com\/categories\/crm\" target=\"_blank\" rel=\"noopener\" data-sf-ec-immutable=\"\">satisfaction of CRM users is set at a high 88%<\/a>, according to G2\u2019s CRM Software Research.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Now, of course, all these numbers point towards using CRM tools for sales. But what about remote teams? This is where you need to look at cloud-based solutions.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">The 5 steps to boosting sales with cloud-based CRM tools<\/h2>\r\n\r\n\r\n\r\n<p>Cloud-based apps are what enable remote work. They make businesses flexible and scalable, lower the costs of IT and computing equipment, and allow salespeople to work from anywhere. But these apps, and CRM in particular, are only as efficient as the people who use them.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">1. Ensure the CRM records all interactions<\/h2>\r\n\r\n\r\n\r\n<p>This first step is about avoiding silos and improving collaboration. Sharing customer data in real-time in the CRM means your info is up to date, fresh, and doesn\u2019t contain errors. Every sales rep can update the info, and leave a quick note to explain when they got access to it, to ensure everyone is clear on where the new data comes from.<\/p>\r\n\r\n\r\n\r\n<p>This is\u00a0particularly useful for cross-functional collaboration within large teams.\u00a0Keeping all the data in one place means any staff member can pick up where the other left off, which helps with task management, organizing holidays, dealing with illnesses, and speed up onboarding of new staff members.<\/p>\r\n\r\n\r\n\r\n<p>It\u2019s also easier to boost cooperation between, say, the sales team and marketing, who all can see the success of a certain campaign. Similarly, it works wonders if you share the CRM with the support team, who will let you know if a prospect has contacted them for more info about one of your products or services.<\/p>\r\n\r\n\r\n\r\n<p><em>Why it works:\u00a0makes your team more flexible, agile, and fosters better collaboration across multiple departments. Gain a complete picture of your relationships with contacts, customers, and vendors.<\/em><\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">2. Keep the CRM data secure<\/h2>\r\n\r\n\r\n\r\n<p>Customer records are one of the most valuable assets for sales teams, so it\u2019s primordial that you keep track of their ownership. Here again, keeping that data centralised in your main CRM decreases the potential risk of having it stored on hundreds of devices scattered everywhere.<\/p>\r\n\r\n\r\n\r\n<p>It\u2019s also useful in terms of\u00a0data protection compliance.\u00a0Failing to meet GDPR requirements, for instance, can incur hefty fines. And keeping customer data on various employees\u2019 laptops is the surest way to leak that info. With one CRM, you only need to protect access to the software, and to secure Internet connections.<\/p>\r\n\r\n\r\n\r\n<p><em>Why it works:\u00a0<\/em><em>centralize your customer data to make it safer, and to comply with data protection regulations.<\/em><\/p>\r\n\r\n\r\n\r\n<div class=\"wp-block-image\">\r\n<figure class=\"aligncenter size-large is-resized\"><img decoding=\"async\" class=\"wp-image-6321\" src=\"https:\/\/dev-inproduct.pantheonsite.io\/uploads\/2020\/10\/Remote-Sales-Teams-1024x536.png\" alt=\"\" width=\"669\" height=\"349\" \/><\/figure>\r\n<\/div>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">3. Leverage all possible integrations<\/h2>\r\n\r\n\r\n\r\n<p>One of the greatest advantages of sharing a CRM across departments is that you all have access to the same tools. This helps understand everyone\u2019s workflows, and unify project management, even what you\u2019re dealing with isn\u2019t customer records.<\/p>\r\n\r\n\r\n\r\n<p>For instance,\u00a0<a href=\"https:\/\/dev-inproduct.pantheonsite.io\/en-gb\/\">Act! CRM<\/a>\u00a0lets you connect your CRM with Outlook,\u00a0which means you can all use the same calendar and scheduling tools.\u00a0This streamlines management and allows sales reps to clear some headspace dedicated to operating software in order to focus on sales, especially thanks to\u00a0integrated features like Notes and To-Do Lists.<\/p>\r\n\r\n\r\n\r\n<p>And of course, let\u2019s not forget to integrate the CRM directly with your website analytics. It will allow you to track prospect and customer web visits, which can help preempt inquiries based on the pages they browsed. This speeds up the process of lead nurturing, by delivering relevant info to your customers faster.<\/p>\r\n\r\n\r\n\r\n<p><em>Why it works:\u00a0<\/em><em>simplify management and reduce the amount of software your team needs to use, so they can focus on specific tasks instead of struggling with multiple dashboards.<\/em><\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">4. Use the CRM\u2019s pipeline management feature<\/h2>\r\n\r\n\r\n\r\n<p>If you haven\u2019t done so before, establish how you want your sales team to use the pipeline management tool and ensure they follow those guidelines. This improves the effectiveness of your team. For example, if you have guidelines on how to qualify a lead for your target market, reps will find it easier to focus on the right prospects.<\/p>\r\n\r\n\r\n\r\n<p>Most CRM tools should also have useful features to track the progress in your sales funnel, so you can see who is moving from Lead to Opportunity to Order. Ideal if you need to forecast demand for sourcing products or to make financial projections.<\/p>\r\n\r\n\r\n\r\n<p><em>Why it works:\u00a0reduce the time it takes to create accurate reports by updating all the info in real-time. Boost sales by separating real opportunities based on your guidelines.<\/em><\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">5. Manage campaigns and communications directly<\/h2>\r\n\r\n\r\n\r\n<p>Act! CRM was built around the idea that marketing and sales teams can help one another. This is why the email campaign management feature is one that is loved by all departments, as it allows everyone to see what works and what doesn\u2019t in terms of customer communications.<\/p>\r\n\r\n\r\n\r\n<p>Moreover, you can drip specific messages based on the email recipient\u2019s actions. With a bit of A\/B testing, you can quickly create killer campaigns that are automated and bring the right prospects to the sales team quicker. All so they can boost their conversion rates and help you grow your business online.<\/p>\r\n\r\n\r\n\r\n<p><em>Why it works:\u00a0<\/em><em>speed up the reporting of your marketing campaigns to see what works and what needs updating. Automate email messages to deliver relevant offers quicker and improve conversions.<\/em><\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">Key takeaway<\/h2>\r\n\r\n\r\n\r\n<p>As more and more businesses implement flexible or remote work policies, it\u2019s important to ensure your team has access to the right tools. It\u2019s also useful to know what to look for, especially if you want a CRM solution that meets the needs of multiple departments like sales, marketing, and support.<\/p>\r\n\r\n\r\n\r\n<p>This is why Act! CRM was designed not only with fantastic features for sales reps and sales managers, but also a plethora of integrations that make <a href=\"https:\/\/dev-inproduct.pantheonsite.io\/en-gb\/what-is-marketing-automation\/\">marketing automation<\/a>\u00a0easier than ever: from drip email campaigns to Outlook integrations, it should be all your teams need to improve productivity, even if they\u2019re only sharing info over an Internet connection.\u00a0<a href=\"https:\/\/my.act.com\/en-us\/trial?_ga=2.48812260.351719899.1663776944-586171774.1659479274\" data-sf-ec-immutable=\"\">Try Act! now free for 14 days.<\/a><\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>It might come as a surprise that both employees and employers agree on the benefits of remote work. In fact,\u00a085% of them claim that productivity has increased\u00a0in their company thanks to greater flexibility, and\u00a065% of employees say they are more productive in their home office\u00a0than at a traditional workplace (thanks to fewer distractions and interruptions, [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":28059,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[186],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v22.2 (Yoast SEO v22.4) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to boost sales for remote work teams - Act!<\/title>\n<meta name=\"description\" content=\"Working with a team that is remote can have its challenges and advantages. 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