VIRTUAL MANAGEMENT


How to Meet the Challenge of Managing a Remote Sales Force


HENRY CANADAY


During the coronavirus crisis, almost every sales team has shifted to working remotely. Now, with the crisis still exploding in many states during the summer, most are still remote. Many will not go back to offices soon. As a result, remote sales may be much more common in the post-virus world. Julie Thomas, president and CEO of ValueSelling, gives tips on how to get the most out of this newly- widespread sales technique.


20 | SEPTEMBER/OCTOBER 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Management must “equip and en- able” reps for home-based sales, Thomas advises. That means ensur- ing reps have Internet (high-speed Internet, if possible), Webcams for online meetings, and large moni- tors (and maybe several additional monitors) for easier viewing. It may mean ensuring comfortable busi- ness chairs rather than hard chairs or couches for reps who make their calls while living in small urban apartments. All these items are now business expenses – often covered by stipends of $500-$1,200. Companies must have a sound sales process and culture of both


ELENABSL / SHUTTERSTOCK.COM


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29