RECORDING: Developing and maintaining high-performing sales teams in a remote environment

Mario Tasane
Mario Tasane Ex-Pipedrivers Posts: 13
Pipedrive Employee
edited July 24 in Business Talk #1
https://pipedrive.hubs.vidyard.com/watch/RrpN9BdtAmfje4hgine9Qx?

In this webinar, we are going to discuss how to develop and maintain high-performing sales teams in a remote environment. We are talking about tools and strategies for overcoming the loss of face-to-face meetings, keeping teams motivated and empowering them to meet their goals.

Speakers:

  • Richard Smith, Co-founder and Head of Sales at Refract, an AI-powered sales coaching platform
  • Patrick Linehan, Founding Partner of Linehan Group, a consultancy firm specialising in sales growth strategies for organisations around the world

Moderator: David Bullock, Crisis Communications Manager at Pipedrive.

Original announcement post: https://community.pipedrive.com/post/developing-and-maintaining-high-performing-sales-teams-in-a-remote-environm--5ee1ef776237023cdee13025

Comments

  • Mario Tasane
    Mario Tasane Ex-Pipedrivers Posts: 13
    Pipedrive Employee
    edited February 24 #2

    Pedro Morgado asked during the webinar: 


    How the remote sales team can engage the client in several contacts in a long sales cycle?

  • Mario Tasane
    Mario Tasane Ex-Pipedrivers Posts: 13
    Pipedrive Employee
    edited February 24 #3

    Andy Westwell asked during the webinar: 

    Any tips on how to attract new business with new customers with a largely unknown product, remotely?

  • Mario Tasane
    Mario Tasane Ex-Pipedrivers Posts: 13
    Pipedrive Employee
    edited February 24 #4

    Andrew Spiers asked during the webinar:

    What is the best weekly structure to motivate a sales team without micro management and allowing them to get on with their job but also keeping an eye on activity?

  • Patrick Linehan Jr.
    edited June 2020 #5

    Pedro Morgado asked during the webinar: 


    How the remote sales team can engage the client in several contacts in a long sales cycle?

    Hi Pedro! Great to have you on the webinar. It’s as much about quality as quantity when it comes to touch points and engagement. If you send an email why is this email the most exciting or memorable email that person received today . if it’s on social media why would they PERSONALLY be so happy to be associated with the post. If you’ve done a good job on maintaining a healthy balance of power in the relationship one of mutual respect they will be walking side by side with you grateful for your guidance to the agreed next step! 

     

  • Patrick Linehan Jr.
    edited June 2020 #6

    Andy Westwell asked during the webinar: 

    Any tips on how to attract new business with new customers with a largely unknown product, remotely?

    Hi Andy! Successful New products and services arrive because there is an unfulfilled need or an old problem that can now be solved in a better way. The opportunity is in the newness ! Lead with your background your expertise how you listened to the markets cry for change and came you with the solution completely informed by research and data! That narrative makes you and your product exciting ! New exciting products create buzz and media channels are always looking for content that’s “ new and exciting “ ! 
    I would also look at strategic  partnerships with non competing services and products who have already established sales marketing and  distribution channels. Hope this helps ! Patrick 

  • Patrick Linehan Jr.
    edited June 2020 #7

    Andrew Spiers asked during the webinar:

    What is the best weekly structure to motivate a sales team without micro management and allowing them to get on with their job but also keeping an eye on activity?

    Hi Andrew this is a great question we touched on it briefly in the webinar but time didn’t allow us to drill down so glad to have the chance to address for the wider audience.

    Effectiveness lies in the balance ! HOWEVER! First you must establishing a culture of ownership and transparency. This is the first critical step to ensuring you avoid unnecessary and avoidable pushback when it comes to team communication and engagement.

    The team has to know from day one the business above all has a plan to succeed for everyone to benefit and a very objective element of guaranteeing that success is clarity of expectations- the ability to react quickly to do more in areas where you are seeing wins and momentum and course correct quickly where productivity is low or targets aren’t being met.

    Without buy in from everyone in a team on this founding principle trouble looms! 
    if you get that right you then need to have the quality of leadership in key positions that INSPIRE when they engage - show respect and come from a place of service and support rather than investigation / persecution.

    I’ve seen companies go over the top with 3 huddles a day and I’ve seen companies let teams drift to the point of no return ! Trust me the over engaged team did better ( because although it was 3 times a day it was tight high value 20 minutes x 3 updates on deals quick fire questions on pitch and deals next steps only )

    Each culture and company should choose a balance that suits their goals best -  I would suggest minimum 1 daily core team huddle In the morning ! Weekly end of week celebrate the wins catch people who are falling ! Plenty of live proactive on the floor or on the field cheer leading constructive feedback relationship Dev and team bonding to drive United towards the next win! All eyes on the numbers in your Pipedrive CRM the single source of truth ! Hope this helps Patrick 

  • Mike van der Valk
    Mike van der Valk Posts: 4,389 PIPEDRIVE PRODUCT MANAGER
    2500 Comments Third Anniversary 25 Likes First Answer
    edited June 2020 #8

    Pedro Morgado asked during the webinar: 


    How the remote sales team can engage the client in several contacts in a long sales cycle?

    @Pedro Morgado 

  • Mike van der Valk
    Mike van der Valk Posts: 4,389 PIPEDRIVE PRODUCT MANAGER
    2500 Comments Third Anniversary 25 Likes First Answer
    edited June 2020 #9

    Andy Westwell asked during the webinar: 

    Any tips on how to attract new business with new customers with a largely unknown product, remotely?

    @Andrew Westwell 

  • Mike van der Valk
    Mike van der Valk Posts: 4,389 PIPEDRIVE PRODUCT MANAGER
    2500 Comments Third Anniversary 25 Likes First Answer
    edited June 2020 #10

    Andrew Spiers asked during the webinar:

    What is the best weekly structure to motivate a sales team without micro management and allowing them to get on with their job but also keeping an eye on activity?

    @Andrew Spiers 

  • Andrew Westwell
    Andrew Westwell Posts: 1
    edited June 2020 #11

    Andy Westwell asked during the webinar: 

    Any tips on how to attract new business with new customers with a largely unknown product, remotely?

    That's a great answer Patrick, thank you very much for that. The new product is unbelievably good and I had a number of  channels I was exploring as market entry propositions, that were postponed due to lockdown and I am still very confident that we will grow arms and legs with this! 

  • Pedro Morgado
    Pedro Morgado Posts: 1
    edited June 2020 #12

    Pedro Morgado asked during the webinar: 


    How the remote sales team can engage the client in several contacts in a long sales cycle?

    thanks

  • Patrick Linehan Jr.
    edited June 2020 #13

    Andy Westwell asked during the webinar: 

    Any tips on how to attract new business with new customers with a largely unknown product, remotely?

    Activity activity activity !!!