Your products and services might be exceptional, but unless you have a strong household brand name, chances are they will not sell themselves. So you'll need a sales strategy with clear goals and metrics, plus a strong sales team that can follow through on your plan.
Hiring, training, and motivating the right sales team takes time and effort. That's because sales is a refined skill that most people don't possess. In addition, as more companies shift to remote sales, keeping your sales team motivated, engaged, and productive can be challenging.
Outsourcing your remote sales team can be risky!
Hiring, training, and motivating your sales team is time-consuming and requires exceptional sales expertise and people management skills. That's why many businesses outsource their sales to external or overseas call centers hoping for the best.
If you ever got a sales call from someone with a heavy accent trying to sell you something you don't need, or if you received a call only to have someone hang up on you, then you already know why outsourcing your sales is a bad idea.
That's because many commercial call centers make their money by the volume of calls or by appointment setting, not by actual sales results. So the unmotivated call center teams, who know very little about your brand, products, or services, are on a mission to call as many numbers as possible. They are not motivated to represent your brand or get you more sales.
Building your in-house sales team is a better investment for your long-term business strategy. Your dedicated sales team gets to know your brand and solutions intimately, helping them better convey your value to your customers.
You can get more control of your sales numbers by creating better sales strategies, improving your commission structure, and establishing sales incentives to keep your team motivated so they become your advocates and brand ambassadors.
How to improve the performance of your remote sales team
Most people who get into phone sales and support choose that profession out of need, not passion. That's why most new salespeople need ongoing sales training, motivation, and monitoring.
However, some of the top seasoned salespeople and support staff see themselves as solution providers. They feel a sense of pride by matching the right people with the right solutions. They love to hear success stories of how their solution match-making skills impact other people's lives and contribute to the company's bottom line. The more people they help, the more money you and your sales teams make.
To help your in-house or remote sales team reach that level of expertise, you'll need to provide them with the right sales tools, training, and incentive programs.
Need help with your sales teams?
Contact Derek Kater for a sales team evaluation.