"Excellent experience. Knowledgeable staff and really went the extra mile. Found my ideal position and I couldn't be happier. Special shout out to Sam and George: who made the process smooth and easy for me. Highly recommend."
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Managing remote sales and marketing teams - keeping them engaged and motivated
YouGov shows that approximately 50% of workers are now working from home at least some of the time. This is up from 37% before the Covid-19 pandemic and highlights how different the working landscape has become in just three years. What’s more, 79% of business decision-makers believe that they will never see workers return to the office at the same rate as before Covid-19.
Therefore, managing your sales and marketing teams presents a unique challenge. How do you keep remote workers on task? How do you ensure that they collectively meet their sales targets?
Covid-19 and the remote working generation
Historically, only the lucky few regularly got to work from home. The privilege was reserved for highfliers and consultants, who consistently posted such good numbers that their bosses didn’t mind where they worked from.
Now, entire sales teams find themselves working from home every week, regardless of their credentials. Naturally, this presents a whole new challenge to sales managers, as working from home is very much the new normal.
When you consider the practicality of working from home, the arrangement has pros and cons. While some people feel like they can get away with doing less at home, statistics show that almost 60% of business leaders feel that their teams will be equally as effective when working remotely as they were when working from the office.
No matter how you look at it, remote working is here to stay, and it’s something that you need to adapt to. Let’s take a look at some of the benefits and challenges of managing remote teams before examining how you can keep your sales staff engaged when they’re not in the office.
Benefits and challenges of remote sales teams
Just like any professional situation, there are pros and cons to remote working, as we explain below:
- Increased employee satisfaction - Granted, not everyone enjoys working from home, but many of your sales staff will appreciate the opportunity. Providing they stay on task, it can be liberating to allow your sales staff to work remotely.
- Improved efficiency - LSE research found that remote work can increase innovation by 63%, boost engagement by 75%, and increase organisational commitment by 68%. In other words, it can be an asset to your business.
- Expense savings - Historically, sales staff have accrued significant business expenses. While client days and many travel expenses will remain, supporting a remote working arrangement will save your organisation money in expense payments.
- Miscommunication - One of the hardest things about managing a remote sales team is communication. It’s much more challenging to coordinate your team when they’re dotted around the country rather than in the office.
- Employee morale - Sales teams are often in it together. They’re naturally splintered and less likely to develop camaraderie when working remotely. Ultimately, this can affect results and sales targets.
- Task management - Unless you have robust systems to integrate your employees’ tasks and hold your sales team to account, task management can be one of the toughest things about remote working.
The good thing about the challenges associated with remote working is that you can do something about them. One of the most crucial steps you need to take is ensuring that you have a fully integrated CRM system so that your sales team can work towards their KPIs and update their client lists wherever they are, as we explain below.
The importance of using CRM Software
Utilising cloud-based CRM software is integral if you’re going to get the most out of your employees working remotely. By its very design, a CRM system has the following benefits:
- Remote accessibility - Providing your sales staff have an internet connection, they can sign in to your company’s CRM from wherever they are. You can also monitor their work patterns from a central location.
- Seamless integration - Most CRM software can integrate with the likes of Microsoft Teams, Zoom, Skype, and Google Meet, ensuring your sales team can manage many of their applications from the same place.
- Secure access - Protecting data is crucial when your sales team starts working remotely. Helpfully, most CRM software encrypts data and protects your company from hacks.
- Task management - Another great thing about CRM software is that you can populate the task lists of your sales teams and track their progress. Again, this is a considerable challenge when it comes to remote work, and it ensures your staff are on target to meet their KPIs.
When it comes to effectively managing your sales teams remotely, a CRM is a key foundation to work from. It allows everyone to log in from wherever they are and provides you with the perfect opportunity to keep your team on task. But what about motivating your team and keeping them engaged from home?
How to keep your team engaged when working from home
Every sales manager has a unique leadership style. But this will be tested when your team is no longer in the office every day. Therefore, it’s important to mix things up and ensure your team is engaged on the days when they’re working remotely. Here’s what you can try:
Although your sales team can’t knock on your office door when they need help, make sure they know that you’re available for a quick call or Skype when any problems arise. Many remote workers feel isolated, so the simple act of being available will alleviate some of their fears and frustrations.
Keep everyone in the loop
Some of your staff will be working from home in the current working environment, while others will be in the office. As such, it’s imperative to keep everyone in the loop with the latest achievements, developments, and issues. The transition from face-to-face meetings to Microsoft Team or Zoom meetings ensures remote workers are included in the conversations.
Reward remote achievements
When your sales team hits their KPIs remotely, make sure you’re quick to reward them. Arrange after-work drinks or celebrate with a fancy lunch out on the town as you would if they were in the office. While it can be easy to turn a blind eye to remote achievements, doing so is damaging to your team’s morale.
Encourage group conversation tools
Email is isolating, and it’s challenging to keep track of conversations. Instead, encourage your sales team to chat openly on the likes of Telegram or Slack, which promote collaboration and ensure they can keep up with one another throughout the day. The more integrated your remote team feels, the more motivated they will be.
Ask for feedback
Employee feedback is always essential, but it’s even more crucial when your team works from home. As much as you can, check-in with your team and learn about what you could do better and how their working environment could improve. This will help you resolve issues proactively and support your sales team in the right ways.
There’s no getting away from it; remote working is here to stay. While it can be challenging for your sales staff to adapt to their new working situation, you need to do everything you can to help them feel supported.
By utilising effective CRM software and adapting your management style ever so slightly, you should be able to get the absolute best out of your team while supporting them to achieve their KPIs.
Aaron Wallis are a national specialist sales recruitment agency comfortable across many sectors, however more recently the majority of our clients utilise the below offerings:
Date published: 27th November 2022
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by Rob Scott
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George came recommended by a colleague and has been a pleasure to work with. He was great at updating us on his progress and ensured a great experience for both client and candidate.
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I can't fault Sam or AW! Sam was a pleasure to work with and provided great support from the start. Sam always provided me with timely updates when required and provided outstanding candidates!
Director, Waste Managed Ltd
Since joining DSGi, Rob has been a supplier of permanent staff and has performed to an extremely high standard, successfully filling 98% of roles he has worked on. If anyone is looking for a good sales and marketing based consultancy with an informal yet professional approach, I would recommend Rob.
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Thank you for your dedicated help during the recruitment process - we came to you after unsuccessfully searching elsewhere, and hired, not one, but two! Quick response times, and a really personal approach, without being pushy.
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In an industry where people over promise and under deliver, Rob and his teams have consistently provided a high-quality service. It is great to deal with someone that has an excellent understanding of UK industry, and a passion for sales.
Sales Manager, TR Fasteners
I just wanted to thank you for your help with our recruitment process which went very smoothly and has – we hope – found us just the person for the job!
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Aaron Wallis has continuously provided us with suitable candidates that have been proactively sourced. Having used countless recruitment companies, Aaron Wallis are the only company that I can count on to deliver.
Managing Director, JARK Healthcare Recruitment
As always we were extremely impressed with Rob's understanding of the role and our specific needs.
Managing Director, Speck & Burke
Rob is a true recruitment professional that goes the extra mile that I have never experienced from any other recruitment agency before. If you need sales people call Rob or someone in his team, as they really are experts in sales recruitment.
Sales Director, Inside Business
I have always found Rob to be very knowledgeable about our industry sector, and it is refreshing to see after all of these years that Rob continues to quickly and accurately understand my requirements.
HR and General Manager, THK
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I could not suggest anything I would like you to do better. The service you provided materially exceeded my expectations. I would especially like to commend Simon Bonner; he is easily the best recruitment consultant I have ever dealt with. I particularly valued his advice and guidance throughout the recruitment process.
UK Sales Manager, BTS Holdings Limited
Giles Phillips is a rare find in the minefield of sales recruitment; an honest and thoughtful recruiter who considers the needs of both the client AND the candidate to create perfect role matches. I look forward to working with him again in the future.
Marketing Director, City of London Police
Generally good standard of candidates. Especially liked the personality profile. Overall good value for money and will certainly use you again.
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George is a joy to work with, and I'd recommend him to anyone seeking that unicorn hire - he found me mine, and I'm delighted!
Director, Education Support
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HR Assistant, Fischer Connectors Ltd
George is a rare find in the world of recruitment - communicative without being pushy or over-bearing. He listens and understands what the customer needs as gets to know the business to ensure he provides fully competent candidates who fit.
HR Manager, Big Dug
Really good service. Just the right amount of contact and easy to deal with.
HR Manager, Zircon Software Ltd
Sophie did a great job at understanding our business and our needs, she is extremely professional and we hugely benefitted from her experience and expertise.
HR Manager, The Data Privacy Group Ltd
Rob’s knowledge of the recruitment industry and his thoughts and how to make it better for his clients have always been eye opening. I would recommend Rob to anybody who is looking for a professional, knowledgeable and flexible recruitment specialist.
CEO, Friday Ad Online Services
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We appointed Aaron Wallis in February and the successful candidate, out of the six which Aaron Wallis introduced, was able to join Alphametrics before the end of April. The whole process took less than three months. I would recommend Aaron Wallis' services to others without hesitation.
Chief Financial Officer, Alphametrics
Thanks for all your help during the recruitment process. I have been extremely impressed with Aaron Wallis especially when compared to other agencies we have dealt with. I really felt you grasped the type of person we required and found strong candidates.
UK Sales Manager, Nexcom
Very professional service and will certainly be in contact for future recruitment.
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HR Business Partner, Greene King
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Sophie helped me secure a new role I have been searching for. She took her time to explain clear and concisely all I needed to succeed at the interview stage. Thanks again Sophie!
O. Oladejo, Candidate
Managed to get me placed within a week! Really friendly and easy to deal with. Always available for a call and my biggest challenge was I was in work at the time I was looking for my next opportunity (which is stressful) but Sam made that easy.
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Aaron Wallis (and in particular Rob Scott) have been fantastic throughout the recruitment process, and even a few months down the line, still continues to care. Rob clearly cares about each individual and has a wealth of knowledge and expertise, which shows in the work he does. Each candidate is not just a number, and the support received from Aaron Wallis has helped me get a career which I truly enjoy.
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The Recruitment agent I used, Simon, was extremely helpful and really went the extra mile to ensure all of my questions were answered, and that I felt as comfortable and prepared as possible. Very professional company and would definitely recommend to others. Thank you Aaron Wallis!
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A great recruitment company to work with. Excellent experience with Aaron Wallis through the entire recruitment process. The team was really professional and extremely helpful. Darren was a pleasure to work with. He was friendly, supportive and gave me great advice. Thank you very much!
A. Bauchet, Candidate
Darren at Aaron Wallis was really encouraging and helpful. He was very responsive and regularly made phone calls to explain the job opportunities available, and guided me through the application process.
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J. Parnham, Candidate
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C. Hoy, Candidate
Very polite and friendly and was very helpful finding me my next new role.
K. Craggs, Candidate
Aaron Wallis Sales Recruitment are a very friendly and professional recruitment organisation who listen to your needs, work with you and act on your behalf which sets them apart from many of their competitors who in my experience are willing to throw anything at you. We discussed my history, my preferences and my wishes - one opportunity was introduced. It was perfect. I start at the end of June.
R. Buckley, Candidate
I have to say coming across and having dealings with Aaron Wallis proved to be very successful. Being highly experienced did not seem to count for much during my job search bit a conversation with Robert Scott gave me a real confidence boost and enabled to get a position at the age of 63. Great service!!!
D. Burgess, Candidate
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R. Speakman, Candidate
Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dewrance who went above and beyond my expectations in sourcing me my perfect role. I was kept in regular communication with Darren and he worked extremely hard to secure my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.
R. Sealy, Candidate
George above and beyond to make sure I had everything I need to secure my new role. Outstanding Professional.
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C. Beaugie, Candidate
The most professional recruitment agency I've ever worked with. Robert Scott was extremely proactive and send me a detailed briefing before each interview, ensuring I was well prepared.
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G. Thompson, Candidate
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L. Colagrossi, Candidate
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L. Knowles, Candidate
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N. Leney, Candidate
Perfect from start to finish. Simon deserves a shout out. Best recruiter there is. If you need a job, this guy will get you one. He's like the super man of recruiters. Top man, can't recommend him enough.
M. Crisp, Candidate
Fantastic customer service, communication was brilliant, happy polite people to talk to, made everything a lot easier and smoother. Thank you for all your help getting me back in the work force, Keep up the good work :-)
K. Everitt, Candidate
I had a very good experience with Aaron Wallis. The company itself is offering great content for all things related to the hiring process. I definitely recommend.
J. Ostermeier, Candidate
George Humphries was a complete professional at every point, from our first phone conversation to his “good luck tomorrow” text on Sunday before I started in my new role.
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A. Van Der Mescht, Candidate
Excellent service, very professional and friendly, would and have, recommended Aaron Wallis.
E. Heley, Candidate
The staff at Aaron Wallis were fantastic. Throughout the process, they maintained excellent communication and I always knew where I stood.
M. Owusu, Candidate
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R. Houston, Candidate
Wanted to say a huge thank you to Simon Bonner who has just helped me secure my new role. He was one of the most professional recruiters I have ever worked with he was supportive really quick at replying and really put me at ease.
J. Marcinkiewicz, Candidate
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