Now that 2020 is well and truly behind us, and with a fresh year ahead, it is crucial not to lose focus on ramping up your sales efforts especially when working from home. With the world now predominantly reliant on eCommerce solutions, it is more important than ever to adapt your sales strategy accordingly to ensure you keep up to speed with the latest sales practices.
Remember, if you want to create a scalable business, you have to incorporate proven methods.
1. Communicate clearly and ensure the trust is established
It’s no secret that communication in person is an incredibly powerful selling tool for any salesperson looking to boost their performance, however, in the midst of a pandemic, it’s just not practical or safe quite yet.
That’s why it is important to ensure that digital communication with prospects and customers is frequent, clear, informative, and most importantly easy to digest. This will help you build a stronger rapport whilst helping to build longstanding trust.
2. Keep an eye on your loyal customers
In unprecedented times, such as these, it can be all too easy to focus primarily on obtaining new prospects and customers, instead of maintaining and nurturing existing ones.
Try to avoid making this mistake: You have most likely already built a great rapport with your current customers and established a great level of trust and authority. Ensure you do not put this to waste by giving them a high level of priority.
3. Working remotely? Don’t forget to listen first
When working from home, it can be all too easy to fall into your own echo chamber with no physical body language to pick up on, however, like any sales situation it’s important to listen to your prospect or customers needs.
The popular 80/20 rule can be a good gauge for this. At Sandler Training Oxford, we believe that around 80% of a sales conversation or pitch should be specifically catered towards a prospect or customers' pain points. This can only be established by ensuring you ask open-ended questions that provide detailed answers you can use to help tailor your sales technique.
4. It’s important to stay connected with your industry
Although you are not able to obtain new information regarding your industry around the office currently, this shouldn’t stop you from seeking the latest news and techniques online.
Relevant industry news publications and professional social media networks, such as LinkedIn, are incredibly valuable tools when it comes to staying connected to your industry.
At Sandler Training Oxford, we provide a variety of useful sales resources to help sales professionals stay connected, from books and videos to free online webinars and events - to name just a few.
5. Planning is key, no matter your location
Remember when it comes to your sales strategy, a plan will play a crucial part in helping your organisation achieve its yearly goals. Having a clear plan in place not only helps provide you and your sales force with more structure, but it will also act as crucial historical data that can be utilised to further improve and refine your processes next year too.
A clearly planned and data-driven sales strategy is a great way to ensure you boost your sales performance, no matter the location of which you carry out your work. That is one of the many benefits of a solid digital plan, it can be built, viewed, and worked on from anywhere at any time.
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