5 Tips to Accelerate Your Team’s Transition to Virtual Selling Expertise

According to Forbes, 98% of sales leaders report that the productivity of their teams has gone down 20% since the pandemic began.

They expect the disruption to last for several more quarters and virtual selling to become permanent. How can you help your virtual sales teams adapt faster to the changing times?

It’s time to up your sales process for better coverage and control and drive more revenue. Help your team adjust to virtual selling with these five strategies.

1. Take an Omnichannel Approach

As sales teams grapple with the stress and pressure of trying to alter their styles, buyers have become more demanding. They expect to engage at the speed of digital.

If you don’t have a solid approach to meeting buyers where they are, your teams won’t be able to satisfy them. It’s important to invest in your tech stack and enable an omnichannel sales process so your teams can deliver a seamless experience. This means AI, chat, social, website, phone and SMS – creating a seamless experience for your buyers.

2. Give Your Sellers Better WFH Tools

The immediate turn to virtual selling caught almost everyone off guard. At-home networks were strained for bandwidth and effective collaboration tools weren’t in place. While many of those issues are now resolved, it doesn’t necessarily mean that you have the right tools to meet your team’s needs.

Take a fresh look at the tools your sellers are using, listen to your team’s pain points and prioritize updates.

3. Improve Transparency of Seller and Buyer Activities

Sales leaders can’t manage their teams effectively if they don’t know what’s going on. At the same time, sellers can’t engage customers effectively without knowing where they’ve been and where they’re likely to go next.

Set yourself and your team up for success by making information more transparent in a central hub of sales, marketing, and Customer Success data. Leverage AI to connect disparate systems and give you all your teams one unified view of the customer.

4. Put the Best Opportunities First

While your teams are learning to up level their virtual skills, help them prioritize. Make retaining existing customers and expanding relationships No. 1.

Ensure you are pursuing the opportunities that are the most valuable. Advanced analytics and AI are the best ways to get your lead qualification to the next level. They can help your team prioritize opportunities based on buyer intent and account priority and support the sales touch with the right content.

5. Introduce New Sales Motions

Everything has changed over the last year. It’s a mistake to rely on old approaches that no longer gain ground. Face-to-face strategies don’t always translate to a virtual environment.

Dust off your playbook and look at every motion through the lens of virtual sales. Identify areas where your team needs to build capabilities and develop a training plan.

Empower Your Virtual Sales Team

2020 has challenged the performance of even the best sales reps. They need help to pull ahead. Get more insights and strategies from the N3 guide: 4 Ways to Empower Your Virtual Sales Teams.


About the Author

Jake Duffy

As VP of Global Sales Strategy + Transformation, Jake helps N3 clients innovate their sales strategies and processes to drive revenue in a virtual environment. Jake’s extensive experience helps accelerate sales team transformation and meaningful strategic and tactical performance. Connect on LinkedIn