Zoom-to-Face: How to Digitally Walk Your Sales Floor

A lot of companies just send their employees home when they close the office.

Going forward, we have to take the remote sales meeting agenda seriously if we want to stay competitive. That means thinking of the sales team as remote-at-heart instead of just being “remote by default”. If you think about it in this way then there are more opportunities for success.

These days, remote sales meeting agenda is not just a temporary solution. Companies like Zillow and Twitter have announced plans to offer this type of lifestyle indefinitely.

More and more companies are going back to the office, but they won’t be as central. It’s becoming common for some offices to only have a few people there.

So, what’s the big deal in knowing how to run a sales meeting?


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Managing a sales staff in the absence of face-to-face interaction

It was a lot busier when the sales floor existed in physical reality, but now it’s all mainly virtual and online sales agenda.

With the rise of body language, communication has been cut to a bare minimum. Nowadays, people are communicating with only 7% as much bandwidth as before.

There is no simple way to recreate the physical sales agenda presence of an office. To get started, take a step back and think about what you used before when everyone was in one building.

There are many ways to be a salesperson nowadays, and they involve different things.

  • The company has an app that keeps the team in sync with one another on a digital platform.
  • Remote onboarding and training
  • Reimagined great sales meeting and coaching
  • Remote teams are hard to keep motivated.

You can’t have a good digital sales force without quality software.

These initiatives often have software and management components.

Communicate all your needs

Remote sales is a new world for many people, and they need to be on board with looking at this situation as it actually is. Developing quality remote training programs will require support.

Are you using the right software to meet your sales goals?

The software tech stack is the infrastructure that enables you and your team to sell at full power. If what you’re using now is not appropriate for remote work, then it will be difficult for them to do their jobs.

What are the things that I’m doing, which take up a lot of my time and prevent me from getting important work done?

Even if you don’t know what kind of solution would solve your problem, make those pain points known to the sales people and leadership. Remind them that the software will fill in for key elements on a floor or office without having an actual physical space.

Bringing the team digitally in tune

If you’re waiting for pipeline weekly sales meetings and calls to verify information about deals, then remote work is probably the dark ages. You need better visibility into your team’s progress if you want to avoid spending all day in meetings or on phone calls.

Sales software should be able to provide as much information automatically, so reps can spend more time selling and less time answering questions about their product.

It’s important to have a system that can monitor your reps’ performance. For example, you might want something with feedback on what they’ve done or how many deals are in progress.

If you’re constantly asking about the status of deals, your salesperson should be giving you visibility into deal health.

The list goes on.

Be sure that you are doing your best to make the most of any time spent on calls or weekly sales meetings.

Keep your weekly sales meeting short and to the point, while still having enough time for questions. The rule of thumb on how to run a sales meeting is if you can send an email instead, do it.

I recommend taking notes during a few sales team meetings and talks with reps, then making a list of the things that always come up, how often topics veer off-topic or are not discussed at all because there is no time to cover them. You can also get an experienced rep on board who will be able to tell you what it’s like from the other side.

Onboarding and training remotely

It used to be that onboarding and training were done in person, but now it’s mostly virtual.

The standards for training are still the same, but in a remote environment, it is more difficult to provide that type of experience.

It’s harder to see where reps need support, so it defaults more often than not to individual pursuits. It’s easier than ever before for companies to make low-quality training content.

Performance metrics

With the right software, you can track performance metrics without spending a lot of time observing them. You want to be able to see how reps are performing in their most important skills.

Training is a vital part of developing your team, and it’s important to be able to measure the effectiveness.

Training content

When you’re forced to create training or onboarding materials quickly, it’s easy to just throw together a series of texts, videos and presentations. But this approach is not the best.

A major challenge for remote sales is that training needs to include a strong social element and reps need buy-in from the start. Reps also need feedback on their skills, which can be done through live interactive sessions.

Continuous training

Training is a continuous process, not an event.

Gartner’s latest Sales Enablement Framework points out that the best sales enablements teams are treating training as a continuous, always-on process. They’re not just doing one or two big sessions and then forgetting about it for months.

If you don’t want your employees to forget what they learned in training, it is important that the sales meeting agenda are not too long.

Training can be a lot of time and effort, but breaking it up into small pieces will save both.

This is a group effort, not just the manager’s responsibility.

Coaching based on metrics

Coaching salespeople remotely is different because you can’t just sit down next to them and make a few calls together.

One of the best ways to coach your reps is by using metrics. Using training, you can work on weak areas after they’re trained.

One sales meeting tips to maximize your coaching time is by using call and meeting recording.

I would ask the rep to watch some examples of better execution from another team member and then practice with a few recordings.

Remotely sustaining culture and motivation in sales meetings

When a company moves to remote work, it changes the dynamics of the team and how they function together.

  • Accountability is always a tricky situation. If you have an employee who doesn’t feel accountable to their work, it can be hard for them to stay focused on the job.
  • How do you keep morale high when new members don’t even know what it’s like to win?
  • Why can’t you trust someone if they’re not in the same room as you?

Building a remote team culture takes time and effort. It’s not just about thinking in the long run, it means you have to actually invest in getting your employees together.

When you have a weekly sales meeting agenda, make sure to give the reps time to talk about their wins. This will help boost performance.

In general, teams that are top performers stay on top because of the culture they have. It even shows on your weekly sales meeting agenda. They share ideas and learn from each other over time.

Even if you start with a team of talented people, they won’t stay engaged for long and will move on to more exciting companies.

Invest in your company culture, even if it’s just a small investment. It will pay off big time down the line.

Remote work is the future so you must know how to conduct the best sales meetings online.

If you haven’t had time to focus on remote selling, it’s not surprising! There has been so much going on this year and many organizations are just doing what they can to keep their head above water.

It’s time to take a look at where we are now and make changes so that our future is realistic.

The biggest takeaways here?

  • It’s important to rely on your tech stack. It will be there for you when it counts.
  • You need to push for change, talk with Sales Enablement and other departments about your needs. Get involved in a digital-first strategy because it’s a new world that deserves attention.

Remote sales will be a more and more common occurrence as time goes on.   


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.