Building virtual champions for selling
Leaders who believe a digital transformation will ensure the staff follows and keeps up with new changes are making gross mistakes. Addressing cultural challenges related to a digital culture within the enterprise must be tapped. The sales department has to modify the pitch with the new tools and integrate them with an emotional touch to build trust. It is up to the leaders to identify the gaps and build a digital culture in sales for long-term success. They must also be committed to the approach and develop a vision that works for the sales force.
Once again, it is time for the fittest to survive with a constructive stratagem. The approach which could be implemented from the top to the bottom can revolutionize and empower the sales team.
Build up techniques at a glance
- Evaluating the current situation and areas of improvisation due to digital disruption.
- Ensuring senior executives remain interested in new trends of adopting digital culture.
- Ensuring the sales team acquires the necessary digital skills to have a competitive edge.
- Having virtual workshops to keep the sales team active.
- Introduce flexible training schedules for individuals and groups.
- Keep monitoring online and offline office activities.
- Encourage people to collaborate with one another to pitch and get business.
- Provide software support for everyone and equip them with the right tools to make calls and give expert solutions.
- Preparing future leaders from within the team for social selling.
- Improve virtual selling and keep up with trends that work.
- Nurture the online content material on the website so salespeople can leverage it for various segments and target groups.
Warning: If you are not going to be comfortable with virtual selling, you will not move forward. Additionally, you will also learn that competitors in future will not be like the ones today. They will be entrepreneurs who will be global and have scalable advantages.
Ready to change the mindset?
Alright, with the new normal, there is no need to get dressed and look smart to make a sales call or meet anyone physically. But that is not the only change that is messing with the minds. We are already getting used to Zoom meetings, Skype calls, and online internal discussions while working remotely. As a leader, you will need to embrace the virtual concept of selling before convincing the sales team to do so.
- You will need to re-skill with the help of technology to be not only efficient but also effective in the job. This means not just the same-day response but within hours of the inquiry.
- Remain focused on the work even while working from home. This is an important key to understanding. Keep away from social media distractions, push notifications and the urge to scroll your Twitter and FB feeds.
- Be dynamic and be prepared for sales meetings with clients. Be a game changer and continue to improve your presentation skills visually.
- Stop being awkward with screen calls or zoom meetings. Be normal and continue to make your pitch as you would otherwise. Be prepared with all the documents before the virtual sales call.
An important tip for management: Look for young Turks who are more comfortable with virtual sales. They are likely to adopt the new digital sales culture better in comparison to the seniors.
The younger sales team are re-shaping digital culture
Seasoned sales staff are at their wits end when it comes to ad blocking whereas the young talent pool is better at circumventing gated content. They do not have mental blocks and rely more on social influencers and recommendations by friends. They are very happy to even hold virtual meetings. It is also not surprising for them to close sales calls at the end of a webinar or online meeting. This group is also aware of the empowered customers who work through smartphones. Customers have more knowledge about the products than salespeople themselves.
Leaders beware: The new generation is aware that 50% of sales take place much before the customer is contacted. And they can cope with this trend, and so should you.