How to Manage Distributed Sales Team During a Pandemic
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The document outlines strategies for managing distributed sales teams during the pandemic, highlighting the importance of bridging technology gaps and optimizing outreach channels. Key challenges include tracking sales activities on personal devices, compliance issues, and difficulties reaching prospects working from home. The document emphasizes the need for cloud collaboration tools, virtual meeting platforms, and effective CRM systems to empower teams and streamline communication.
How to Manage Distributed Sales Team During a Pandemic
- 1. Powering Your Newly Distributed Sales Team During a Pandemic
- 2. Meet Our Speakers Jason Hubbard: VP of Growth, SalesIntel.io Tim Harris: VP of Marketing, Dialsource
- 3. ● Bridging the technology gap between your office and WFH environments ● Optimizing your outreach channels ● The challenges associated with cell phones ● Reaching prospects when they’re not in the office ● Enabling inbound and outbound calling for remote teams Agenda
- 4. ● Inability to “Walk the Floor” ○ Teams require an ability to collaborate remotely. ○ Lack of manager visibility into customer interactions and sales activities. ○ Inability to listen and coach in-person. ● Disconnected Business Systems ○ On-Premise rather than cloud-based systems. ○ Not all teams are setup to move fully-remote. ○ Desk Phones and phone numbers not able to transfer calls. ● Increase in Virtual Meetings ○ Heavier reliance on video meetings both internal and external. ○ More intimate and larger time commitment than phone or email. What has changed?
- 5. Effective Channels during the COVID19 Crisis Social media, content/thought leadership, phone... ● Video, Phone, Social Media, SMS ○ Events? Email? ● Is outreach being done well? ○ scripting/templates vs. off the cuff ● Data on an individual level (one-to-one connections), on persona, within industry ○ Sales, tends to like phone whereas marketers prefer email
- 6. 400% Improvement on Engagement by Adding 2 Channels to Your Outreach https://www.xant.ai/resources/the-truth-behind-successful-sales-cadences-2018/
- 7. Challenges with Using Mobile Phone Numbers Challenge One: Where do your sales calls get logged? ● How are you tracking sales activities happening on personal devices? ● Do you have visibility into who your team is calling and about what product? Challenge Three: Can no longer reach prospects. ● Business phone systems may be disconnected from WFH teams. ● Inability to find prospects mobile phone numbers. Challenge Two: Understanding Customers ● Inability to record and listen to sales and service calls. ● Blind to the outcomes of customer interactions. Challenge Four: Do Not Call and SMS Compliance ● Are your maintaining compliance across “Do not call lists”, SMS compliance and customer information? GDPR? CCPA?
- 8. How to Reach Someone Who’s Not ‘In Office’ ● Acknowledge that you are an interruption. ● Be empathetic to current situations. ● Personalize and prioritize your outreach. ● Use multiple channels.
- 9. ● Give your teams the tools they need to connect with customers no matter where they are working. ● Make the logging of activities and workflow management as automatic and prescriptive as possible. ● Give your teams the information they need to properly engage prospects and customers in a meaningful way. Enabling Your Teams
- 10. ● Cloud Collaboration ○ G Suite, Office 365, Slack, Hangouts, Microsoft Teams ● Virtual Meetings ○ Zoom, GoToMeeting, Hangouts, BlueJeans ● CRM/Data ○ Salesforce, Dynamics, PipeDrive, Sugar, Data Provider ● Telephony ○ Cell phone, Vonage, RingCentral ● Coaching/Productivity ○ ExecVision, Gong, Prodoscore, Ambition, LevelEleven ● Sales Enablement ○ DialSource, RevDriver, MixMax, LinkedIn Navigator What is essential Tech?
- 11. Q&A
- 12. Thank you! SalesIntel.io jhubbard@salesintel.io VP of Growth DialSource tim.harris@dialsource.com VP of Marketing
Editor's Notes
- #12: Is SalesIntel compliant with CCPA? - Yes, we are. What did SalesIntel do to get compliant with CCPA? Audited all of our data to understand the breath of personal data we manage for California residents Updated our Privacy Policies Put a plan in place for adhering to the wishes of Californians who wish to exercise their rights Added a public facing URL to our website specifically to grant Californians the ability to exercise their new rights Does SalesIntel’s (aka my data provider’s) compliance mean that my organization is compliant? No, once you have our data in your systems it effectively becomes your data, and you are responsible for ensuring compliance within your organization. What you can trust is that the source of the data was compliant, and that the data subjects have every right as laid out in CCPA if they choose to exercise those rights with SalesIntel.