When potential clients are far away and sales representatives are selling remotely, there is a lack of human contact present in the relationship. Sales enablement tools like digital sales aids can help to pick up the slack that is inevitably caused by distance.
Content Availability
Customers working in a different time zone will have a different rhythm than your sales team. Access to sales reps is a huge issue for remote customers working on a different schedule. With mobile sales enablement tools, customers can have access to updated digital content that’s available on their chosen platform at their chosen hour. Sales reps should try to be available when a customer needs them, but if it isn’t feasible at one time or another, provide alternate ways for customers to access information. With sales enablement tools, sales reps can deliver the right message to the right person, even if they are asleep at home.
Face Time
Do not rely on email as your only method of communicating. Lack of real-time and face-to-face communication causes distrust and a lack of camaraderie. It’s hard to move forward in a productive relationship under those conditions. Establish a closer relationship based in humanity by using phone calls and remote conferences. Conferencing helps clients feel more connected to their sales representative. It is more interesting than a phone call, and relationships can become closer and more transparent when each party can read and respond to facial expressions.
Each Call Matters
If real-time communication is less frequent because of distance, every call becomes more important. Sales enablement tools can help sales reps know exactly what the customer is interested in, who they are talking to and what they are looking at, so that reps can make each call more streamlined and effective. Predictive selling becomes key when the pressure is on and your sales reps are selling remotely.
Managing a successful sales team that sells from a distance requires conscious attention to the differences in remote selling. Are your digital sales enablement going the distance?
