Employees want flexibility in where and how they do their work – and that’s never been more clear than in today’s remote work environment.
However, sales leaders must strike a balance between giving their team the freedom they need to succeed and providing managerial oversight that ensures all tasks are completed in a timely manner. When this is done right, managers can increase their team’s efficiency and productivity, cut operating costs, empower team members to do their best work, and increase company revenue – yes, even in the midst of a pandemic.
Here are some tips to help your work-from-home sales team find success in today’s new (and likely permanent in some fashion for many organizations) remote work environment.
Re-examine Your Company’s Goals and Objectives
Every manager wants to set ambitious goals for their team, but we are in the middle of a pandemic, after all, so make sure to take that into account when setting those benchmarks. Many people are learning to work from home for the first time, and they’re doing so while also juggling other at-home responsibilities.
One way to encourage your team to maintain their standards is to give them a sense of purpose. Regularly reiterate the importance of the work your team does and how it fits in with the company’s overall goals and mission. This is especially important during a time when it can be difficult to remain motivated. Incentives (monetary or otherwise) can help, but sales leaders are starting to realize that sales compensation isn’t the only way to encourage great work from their teams.
Designate Channels for Communication and Collaboration
One thing that long-term remote teams have realized is that it’s easy for things to get lost in communication, especially when they’re working with an overabundance of communication tools. Between email and Slack and Skype and everything else, it can be too much for a new remote worker to take in.
Choose one communication platform for your team and try your best to stick with it. Having one instead of several ensures that no notes, files or deliverables get lost or misplaced. Having a dedicated channel for your team to collaborate also allows them to stay connected. The camaraderie that is built up while working together in an office environment can be difficult to emulate, but don’t underestimate the power of virtual happy hours and weekly Zoom check-ins, either.
Assess What’s Not Working in a Remote Work Environment and Adjust Accordingly
Ask your employees to take stock of their new work-from-home setup and ensure they have the tools and equipment they need to do their jobs successfully. Something as simple as upgrading their office chair or providing them with a new monitor will not go unnoticed.
Look for ways to support your team and show them that you’re doing everything you can to set them up for success in this difficult time, rather than letting them fend for themselves. A little empathy here goes a long way.
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Sales performance management, also known as SPM, is crucial to ensuring the success of your remote sales team. Xactly’s SPM software helps sales teams remain agile and efficient, even in the midst of sudden economic shifts and unstable market conditions.
Xactly empowers your organization to unleash its true sales power, offering a variety of adaptable products and services aimed at clearing sales roadblocks and helping to engage in more effective planning, strategy and optimization. Designed for complex, ambitious enterprises, Xactly provides an expansive infrastructure that secures businesses for tomorrow’s competitive landscape and helps them improve revenue, contain costs and reduce risk. To learn more, visit xactlycorp.com.
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