How Readiness Technology Can Help You Enable a Virtual Sales Team8 Tactics That Are Sure to Succeed

Sales teams today face many barriers to productivity and sales enablement professionals are on the front lines. Companies are working remotely, and corporate travel restrictions mean less contact with prospects, with the industry, and with the market. You want to help your salespeople succeed with the right skills, the most up-to-date information, and the best tools. But achieving all three of those objectives can be a steep climb, especially when teams are forced to sell while 100 percent remote.

Traditional training and sales enablement approaches won’t solve this challenge. But building a virtual training program when you’ve relied on in-person sessions can feel like an overwhelming task. Fortunately, there are proven tactics you can employ to train across geographies and time zones. Today, a key factor in sales manager success is sales readiness technology that allows teams to train, coach, and collaborate virtually.

Sales readiness solutions that are built for remote teams leverage mobile, recorded video, and peer-to-peer networking to replicate the in-person experience in a just-in-time way. These tools enable managers and reps to sync up on priorities and tactics on their own time—from any location. With so much at stake, it’s essential to deliver the right skills, information, and tools.

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Whether a sales force works across a country, a continent, or around the world, sales managers must work overtime to lead their teams.

Sales managers may prefer to lead in-person, but the current crisis now makes most face-to-face interactions impossible.

Don’t try to repurpose your existing programs into day-long conference calls that will be forgotten immediately. There’s a better way. Here are eight tactics sales enablement managers can execute to rollout a virtual training program that’s sure to succeed.

Managing Remote Teams in a Rapidly Changing World

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1Identify Coaching Gaps

Start by finding out whether reps and managers have the same expectations about coaching given today’s “new normal.” If you need to re-align expectations, identify specific competencies that need to be improved and focus on supporting managers’ delivery of that coaching.

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2Use Recorded Video, Not Just Live

Pre-recorded video enables sales managers to observe, evaluate, and coach remotely and asynchronously. By sharing videos and feedback whenever and wherever reps are, they can work efficiently instead of having to schedule time to meet in real time.

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3Diagnose Training Issues

Sales managers need to understand if (and how) a rep is struggling. The right tool can reveal problems in the training process, leaks in the sales pipeline, and separate the best reps from underperforming ones. Use a tool that shows reps’ individual competencies and how to coach to specific weaknesses.

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4Foster Peer-to-Peer Collaboration

Enabling high performers to share best practices with others eases the burden of coaching for managers, while increasing the velocity with which new ideas are adopted by the field. Encourage reps to create and share videos to free up managers’ schedules, scale up content, and foster peer-to-peer collaboration.

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5Deliver Consistent Messaging

Clear communication is essential for new product launches and product line mergers. Sales managers need the ability to deliver messaging, share information consistently in a timely manner, and help reps hone their talking points. Pre-recorded practice videos from reps allow managers to deliver point-in-time coaching and feedback and ensure everyone is delivering exactly the right message prior to launch.

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6Pre-Board New Hires

Whether you’re hiring new reps or shifting existing ones into new roles, reducing the time it takes to get new hires ramped and productive is critical. Instead of flying new hires into corporate for a few days of drinking from the firehose, pre-board them through virtual programming. Have reps practice their pitches, learn your company’s systems, get to know the executive team, and receive coaching and feedback without having to step out their front door.

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7Amplify Content

When your teams are working from different locations, equip sales managers with a central content repository that allows all members of the team to create, comment on, and share important collateral. Fresh, relevant content that they can access around the clock on their mobile devices will give reps the answers to questions at their moment of need, no matter where they are.

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8Make Learning Fun

Tap into salespeople’s competitive drive to build excitement and reinforce learning. Give sales managers engaging ways to observe and report on training, pinpoint individual needs, and develop skills. Gamify training to boost motivation with interactive video contests, quizzes, and scorecards.

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It’s a new era of sales management for remote teams.

If you haven’t already, now is the time to modernize your sales enablement approach. When you leverage mobile, video, and peer-to-peer networking, you gain the flexibility of remote learning and the power of just-in-time content. It’s not just about enablement, it’s ultimately about sales readiness.

Companies that use modern sales readiness platforms see higher win rates, shorter new hire ramp-up times, and improved collaboration within sales and other teams—even in this unstable environment. By incorporating these core capabilities into your approach, you’ll deliver the best experience for your sales managers, help make them successful throughout their careers, and drive better results for your organization.

Modernize Your Sales Enablement Approach

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Don’t get left behind by relying on outdated training and enablement approaches. Hundreds of thousands of professionals from the world’s best companies use Allego to accelerate results.

Set your workforce up for success from any location with the market leader in virtual learning.

Virtual Learning and Readiness For Today’s Remote Teams

Allego is built for dynamic learning, communication, content sharing, and collaboration anytime, anywhere.

You can empower your organization with mobile, interactive technology built for the way today’s remote teams work—all through a single platform.

Create and share critical information. Collaborate one-to-one or one-to-many without the hassle of calendaring. Onboard faster, train more easily, and collaborate more effectively for bigger wins.

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To learn how Allego can help you accelerate training in a world where in-person meetings are impossible, request a demo today.

www.allego.com/demo

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