Advances in technology over the past two decades have resulted in an increase in mobile communication and workforces becoming more dispersed. In fact, the number of telecommuters has increased by 800% in the past five years! Resultingly, the job of a sales leader is becoming more difficult as managers are struggling to get their hands on real, accurate data and effectively manage their dispersed teams.
Gathering field intelligence through check-ins and less-than-accurate CRM data is outdated and unreliable. Real-time, automated sales activity data allows managers to view their teams’ phone-based interactions in real time, zero in on any problem areas, and track phone conversations to gain the insights they need.
So, here are the 3 best tips to manage your dispersed sales team and boost productivity and future revenue potential.
3 Best Tips to Manage Your Dispersed Sales Team
1 – Eliminate Forecasting Inaccuracies
Many managers still rely on CRM to process opportunities, although its data can be highly subjective. So, it is no wonder that they spend a whopping 37% of their time forecasting sales. Simplify this process with real-time, accurate data, and make better decisions for your organization. The best part for reps? There is no need to manually update your CRM, leaving more time to make calls and focus on revenue-generating activities.
2 – Coach to a Standard
As a manager, do you wonder why certain reps are consistently successful while others continue to struggle? Based on third-party research and activity results from the Gryphon Sales Intelligence platform, it is shown that 3+ hours of coaching per month results in 17% higher sales goal attainment for reps. Using activity data, managers must coach, train, and set expectations for their dispersed teams. Call activity data allows sales leaders to identify their reps’ strengths and weaknesses, enforce script adherence, and identify behaviors of success.
3 – Identify the KPIs that Matter
Managers can identify top performers by observing Key Performance Indicators (KPIs) like call frequency and the number of conversations per total calls. Training can significantly affect the performance of reps, and managers can establish best practices using these KPIs, and from there give new hires a better chance at success. Further, underperformers can be detected earlier, preventing prolonged periods of lagging performance and save your organization both time and money.
Turn Your Bottom Line into the Top Line
Using these three strategies, managers can get rid of inaccurate forecasts, establish a model of effectiveness to align their team goals and turn new hires into superstar employees.