In Nigeria, 90% of sales execs are field-oriented. They sell typically by physical interactions and office visits.
Unfortunately, these COVID times, no one is entertaining sales meetings. It then implies that more than ever before, sales teams would need to transition to Remote Selling.
There’s an old saying that you can’t teach an old dog new tricks.
In other words, if someone has been doing something a certain way for years, it becomes really challenging to change especially when it comes to transitioning sales team that are used to face-to-face interactions to remote sales.
I agree this is not going to be an easy task. It is however a must-do if you really want to see any growth in sales right now.
How then can you achieve this right now?
You need to take them through the step-by-step of Inside Sales Mastery.
In onboarding them to this new sales process (remote selling), the essential part is understanding productive prospecting.
This is the process of engaging potential buyers and clients and guiding them as they go from being a cold lead to a hot lead and perhaps booking a qualified appointment.
If you get your prospecting this right, your closure rate will definitely jump and could be as high as 65%.
Interestingly, quality prospecting cadences are easily scalable making it easy to reach; sometime four times more prospects. The overall implication of this would be a 300% to 400% growth in actual revenue.
So how exactly do you create a detailed prospecting process for inside sales?
Let me share with you a quick highlight
Day 1: Cold LinkedIn message
Day 3: Highly personalized cold-email
Day 5: Follow-up via email
Day 7: Cold call
Day 10: Follow-up via email
This defined framework backed up with in-depth research will definitely help you build your pipeline with high quality leads to sell to remotely.