The 'it' approach to business is utilizing strategic partnerships via a refreshing tactic called co-selling. Here's how they can help grow your...
6 Keys to Optimize Your Virtual Sales Performance
Selling is always about managing change. Here's how you can focus your efforts & optimize your virtual strategy to boost sales during the pandemic.
How can you optimize your virtual sales performance in the face of ongoing surges and restrictions with COVID-19? This question is on everyone’s mind. How can you focus your efforts of this time period to boost sales — during the pandemic and beyond?
In many ways, selling is always about managing change.
If you’ve been in sales over the last years, you know this to be true. You’ve sold products, services, and solutions in and through all kinds of uncertainties and turbulent conditions.
Even if you are new to sales, or recently entered this field, you know people who have survived and thrived the ups and downs of different environments.
Some of the changes in our world have included:
Earthquakes, floods, mudslides, and wildfires
Public health crises
But that’s not all.
Many of the massive changes affecting us are much closer to home. Fortunately, many of these shifts and transformations were upbeat, uplifting, and delightful.
A few examples of big changes that likely caused for celebration:
Falling in love
Giving birth to a child
Moving to a new city
Passing a professional exam
Completing an advanced degree
Getting a job promotion
Life changes can be stressful, both when they are difficult, and when they are exciting. As sales professionals, we always looking for ways to keep doing what works, examine our processes, and develop new effective routines.
Embracing Your Inner Hero
Much like the hero or a professional athlete, as sales leaders, we’re always striving to get better. Deep inside, when faced with a challenge, we get excited to push the limits. We want to do this by becoming the best version of ourselves.
We’re never satisfied with our current performance. We’re curious about pushing the limits. We’re thirsty for achieving exceptional heights.
So, when we’re faced with unprecedented changes, we take a moment to take in the new conditions. In response, we dive deep into our inner resources. We ask better questions. We take on the challenges.
I was just reading a great report by Deloitte on sales success during and after COVID. It inspired this post. I hope that these ideas inspire you to take on the challenge to boost sales, serve customers, and embrace virtual selling.
These 6 key ideas enable us as sales professionals, to meet this challenge and optimize virtual sales performance.
Key 01. The Next Normal Is Now
There’s something remarkable about directly embracing reality. It’s powerful. When you face current situations, you know what is what. You’re not pretending, denying, or keeping your head down waiting until the wave passes.
You’re facing the current situations fully. You’re seeing things as the way it is.
Only you know if you’re doing this. It’s kind of a ‘look-in-the-mirror’ moment and a time to tell the truth. Truly. You know.
Key 02. Connect With Value of Co-Selling
In the past, it was a good idea to meet people in person. This may have been the best time to reach out to contacts. Many sales were initiated, forwarded, and made at trade shows, conventions, and on the golf course. These meet-and-greet events were a good idea.
Today, there is a new way to meet people. Co-selling. Coselling is the art and practice of making warm introductions. It is not only is replacing these in-person events, it’s also putting you in contact with the right people. People who are hungry for your products, services, and solutions.
The biggest successes can happen faster when you’re in front of the people who are looking for what you have to offer.
Key 03. Generate Focus
Generating focus gives you an uncanny ability to see what has to be done. Focus automatically brings priorities into view. While you know what this looks like in your own work-life, it most likely will fall into some clear buckets such as the focus on objectives, focus on action, focus on your team, and ultimately, focus on your clients.
With this in mind, you may have some thoughts, ideas, and initiatives to generate crystal clear focus.
Key 4. Connect Virtually
No question connecting virtually is the way to go. It’s how you can stay in close contact with your team, your clients, and your partners.
Although in-person contact is limited and in many situations, not possible right now, connecting virtually is entirely possible. That’s why experts recommend getting familiar with every aspect of virtual connectivity. You might do this by evaluating all dimensions of your virtual communication architecture.
To start thinking comprehensively about this, look at these questions:
Do you have a positive outlook on virtual connectivity?
Are there skills you need to learn to increase effectiveness?
How can you enhance virtual tools across your team?
How can you use co-selling tools to enhance virtual conversations?
How can you enhance responsiveness within this medium?
How can you use video conferencing more efficiently?
How can you structure meetings for maximum impact?
Key 5. Manage Your Salesforce
While management style varies in different organizations, this is a time for connecting, encouraging, and supporting your salesforce. To do this, sales experts advise staying in close touch and personalizing your communications. If in doubt, make an extra effort to be explicit. In other words, this may be a good time to state what seems obvious, give examples, and share personal stories. Simply, if you are wondering if your message is clear, take the time to spell things out.
When you’re not working side-by-side in an office, communicating effectively takes on even greater relevance. This is the time to look for ways to increase focus with timely, encouraging, and relevant messages. Look for opportunities to build on wins such as sharing wins across teams, having pop-up meetings to share strategies, and using video conferencing to spread the good news.
With an ongoing focus on managing and supporting your salesforce, you can build team spirit and help your team stay focused.
Key 6. Personalize Your Success Roadmap
Each of these keys focuses on one thing: optimizing. What works for one sales leader may spark fresh and unique ideas for someone else. What works in one team can expand thinking and ignite new pathways for another department or region.
As you personalize your experiences, use your insights to build your success roadmap. Naturally, the roadmap to success is a living document. As you translate new insights, you’ll keep up to date and integrating best practices to optimize virtual sales performance.
As you optimize your virtual sales performance, you can join successful businesses that are shaping the market and realizing significant revenue potential. Partnership Co-Selling is how you can virtually qualify B2B sales opportunity. You can use this to boost sales, expand your network, and grow profitability.
Using a platform like CoSell.io is the simplest way to get your sales team on board. CoSell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams.
If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.