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Common Questions and Answers
The pandemic pushed most businesses to allow their teams to work remotely. Now, more than two years into the pandemic, over 66% of sales leaders believe that their team will continue to work remotely or embrace a permanent hybrid work strategy.
The good news is that sales productivity did not take the backseat. In fact, 76% of sales leaders believe virtual engagement is equally or more effective for both prospecting and selling. What’s more, Gartner’s Future of Sales report says that, by 2025, digital channels will be used for 80% of B2B sales interactions between sellers and buyers.
For your sales staff to be successful in the new world of remote work, you need to adapt and modify your sales management style to empower your sales team to thrive.
This piece will share four core tips that you can implement to help your B2B sales team close more deals.
It’s important to have a clear communication framework to keep your remote sales team perfectly aligned in the digital workplace. Your digital workplace should include tools for:
The goal is to bridge the distance of remote work by ensuring effective communication. This may involve your sales lead scheduling weekly or monthly one-on-one video meetings with your remote sales staff to check in on them about the hindrances they’re facing. Daily huddles can let the managers and teammates see how their colleagues are doing and get insight into their work schedules while working remotely.
For example, if you’re using Slack or Teams, you can use Standup Alice to automate check-in and let everyone in the team know about everyone’s availability on a given day.
This is a great way to check in with your team daily and see how they progress with their task. A remote sales employee would log in and write down their key objectives for the day and any bottlenecks that hinder achieving those goals.
No matter how scattered your remote teams are, you need to set the expectations right. Instead of focusing on activities, it is critical to concentrate on outcomes when defining objectives for your remote sales team.
Defining and monitoring sales KPIs is the name of the game.
However, sales managers should not gauge the remote sales team solely on the traditional KPIs for offline sales. They also need to consider current events and developments to stay relevant. This includes an array of off-field indicators such as event performance, sales volume by location, zoom call frequencies, screen fatigue, and meeting acceptance rates. Other important KPIs such as revenue efficiency, incoming and outbound activity volume, etc. are also important.
While you include productivity KPIs for the remote B2B sales team, focusing on important sales software and tools is also necessary. Adoption of these tools helps enhance sales data accuracy, increase sales reps’ productivity, and report sales activities as everyone adopts this new work environment.
When your B2B sales teams work remotely, you need to create a remote-first sales strategy that helps them thrive in today’s competitive online space.
Besides using a digital asset management (DAM) system to ensure your sales team has easy access to marketing collateral like case studies, presentations, and product manuals to smoothen lead closure, you will need to ensure a remote sales enablement strategy that includes the following:
Your marketing and customer service take on new dimensions when you employ virtual product demonstrations to give customers an up-close look at what you are offering.
It is a great chance to identify whether the product is a good fit for your prospect, build a relationship, address their business challenges, and move a qualified lead closer further deeper in buying funnel.
Incorporate a 360-degree view of your product over virtual product demonstrations that can engross your prospects. The goal is to create a virtual presentation that mirrors the real-world experience for employees, customers, and prospects alike.
Consider various aspects like where, how, and how long each virtual demo should be to engage your participants.
Create a virtual sales playbook for your business that complements your remote sales strategy for virtual teams.
Playbooks are a great way to help your conventional sales staff to overcome the difficulties of transitioning from face-to-face relationship-building to communicating over virtual channels through collaborative tools (more on it further). Set new expectations for video presenting abilities, a quicker operational tempo, more tailored material, and team selling in virtual sales positions by creating new playbooks.
Check out this guide on creating a sales playbook and this remote sales playbook containing 30+ resources (tools, strategies, etc.) for remote selling.
Driving your sales team towards effective B2B remote selling will need you to provide the right tools. Ensure seamless collaboration between your marketing and sales teams with a range of remote collaboration tools (discussed in the first tip) that help both teams achieve the desired result.
The sales team would know the marketing message before any sales meeting while the marketing team can stay informed of the materials they need to provide to help the sales team complete deals faster.
Besides that, a typical B2B sales team in a remote work environment can greatly benefit from the following tools:
A cloud-based CRM: Provide your sales team with a clear picture of tasks and activities lined up and dependencies on other team members. This will allow remote B2B sales team to work on:
Examples: Salesforce, HubSpot CRM, Keap, etc.
Automated outreach: Automate repetitive tasks so that your sales representative can save time, effectively engage, and deliver the right messaging to your prospects. Your team will have all the necessary information to help build and schedule email campaigns, provide visual sales pipelines, manage sales records, and nurture leads down the sales funnel. If you’re looking to increase sales productivity and efficiency, you’ll benefit from using automated outreach tools.
Examples: SalesBlink, HubSpot Sales Hub, Sender, SmartReach, SalesLoft, Mailshake, etc.
B2B prospecting tools: Enable your sales team to find new customers quicker, determine positive prospects likely to convert, and keep track of the events that trigger sales. Such B2B prospecting tools help teams pivot resources for effective selling while fulfilling the lead and demand generation pipeline. Prospecting tools help you uncover direct contact information for your prospects and decision-makers.
Examples: Leadfeeder, Close, ZoomInfo, etc.
Clearly, there is no shortage of tools you can pick for your team. Try each one (or get a demo) and only commit to a select few that fit well with your team’s processes and requirements.
Empowering your remote B2B sales team with the right tools and processes will help overcome the challenges of remote working and still achieve desired sales targets.
Above all, developing a strong, trustworthy connection with your remote sales staff is at the heart of the tips mentioned above.
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