Friday, April 3, 2020
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Note: Veronika Traublinger, Ciara Marketing Manager, provides today’s guest post.
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Remote work is increasing in almost every industry. With a better and faster internet connection, online work is easier than ever. While employees used to have to travel overseas for meetings, it’s now possible to hold these over skype. Even large, traditional corporations are switching to more digital communication methods.
In an era of substantial technological innovation, it’s vital to remain conscious of the latest working trends, styles, and practices. What used to be rare and unheard of is now commonplace. Remote work, flexible hours, and online communication are standard in many companies today. However, one area that has seen a recent increase in remote work is the sales industry.
What Sales Used to Look Like And What It Looks Like Now
The sales industry used to be characterized by door-to-door salesmen, but that has changed drastically over time. Now, inside sales teams are taking over the market. Unlike previous times, sales teams now work together in an office, often making calls from a centralized location. The newer approach enables sales reps to discuss their work, strategize, and optimize their sales tactics. It increases the sense of teamwork and allows coworkers to work together on overcoming challenges.
With the rise of inside sales, the sales industry is also experiencing an increase in the rate of remote inside sales reps. The new approach requires new management styles, methods of communication, and sales strategies. Managers must adapt to entirely different environments, while SDRs must become more independent and self-disciplined.
Difficulties in Remote Sales
Remote work is challenging for a multitude of reasons, but the most cited is communication. It’s imperative to have consistent and effective communication in a remote sales team. A channel like Slack will attempt to bridge the gap by keeping coworkers in real-time online communication. However, maintaining contact entirely online is tricky and can lead to miscommunication and, even worse, misunderstandings.
One other major issue in remote teams is employee onboarding. Guiding a new employee through the rough terrain of a new job is never easy. And it’s especially tricky when that new terrain is ever-changing and highly competitive, like in the sales industry. It’s hard to understand brand new tools and get to know other employees when everyone is just a name in a chatbox. And these are just some of the issues seen in management.
From a salesperson’s perspective, remote work is flexible and freeing. But at the beginning, it can be unstructured and unclear. A sales team leader may not always be available to answer questions right away or quickly help a new member find information on a particular topic. It might also be challenging to understand assignments or develop goals.
In terms of customer relations, it can be difficult to react quickly, know the answers, and handle problems. In the end, it’s helpful to mitigate these issues with alternative tools (such as guides) to help sales teams maintain consistency and cohesiveness in both external and internal communication.
A Solution for Remote Sales Teams
Enter a digital conversation assistant. It may not be the most obvious tool to help manage remote sales teams, but it’s possibly one of the most effective. A digital conversation assistant has the ability to:
- Guide employees through customer communication and therefor align messaging among the whole team
- Provide information necessary to answer a question right when it’s needed
- Automatically send information and updates to their CRM and ensure data consistency
A digital conversation assistant can help ensure consistent messaging and reduce on boarding time. It can also help sales teams stay on the same page by maintaining consistency across data management platforms. Know that it is not a channel for internal communication. But by updating CRMs and structuring information in a clear, uniform way each time, a digital conversation assistant can significantly reduce the time it takes to complete administrative tasks. By performing every day, these everyday tasks for a sales rep, such tools help sales reps stay on track and accomplish more in less time.
Furthermore, employees can store all their call history, take notes within the call, and even transcribe it for further review in the same format each time. The benefit is the employees can then review this information and learn from it.
The Leading Digital Conversation Assistant
Ciara is the leading digital conversation assistant that allows sales teams to communicate with prospects and customers more effectively while on the phone. Used by teams at leading insides-sales driven companies and high-growth startups, Ciara provides real-time conversation guidance to help sales professionals have better sales calls, and ultimately close more deals. Ciara can manage routine tasks, like sending emails, making follow-up appointments, updating fields, and adding information to CRM programs.
Ciara recently released its Marketplace, a selection of proven playbooks from sales professionals across the globe. With unique strategies and techniques, these playbooks can help remote sales teams make successful sales calls. Playbooks can help sales reps maintain consistency, provide the same information, and increase efficiency and effectiveness in their sales calls. Ciara’s system integrates playbooks into an interactive format. Instead of offering just a script, it guides the sales rep through a call, remaining in the background and giving recommendations when necessary.
A Digital Conversation Assistant is Your Key to Success
In conclusion, remote sales teams face struggles both common to inside sales teams and remote teams in other areas. The combination of these problems results in a complex series of issues to tackle to create the best and most successful work environment. Ciara attempts to solve a plethora of commonly seen barriers to remote inside sales teams. It is a tool that ensures consistency within sales teams and increases efficiency and effectiveness among individual sales reps.
For all inside sales teams, the more time spent on the phone selling and the less time spent on administrative tasks always leads to increased success. For remote teams, clear communication and congruous information create a sense of camaraderie challenging to find outside an office environment. For inside remote sales teams, it’s essential to employ tools that help both team leads, and sales reps overcome both the challenges faced by sales teams in general as well as a barrier to remote work.
Ciara is the leading tool in the market that focuses explicitly on this dilemma and will continue to provide remote sales teams with a solution to their challenges.
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