Sales managers are responsible for running effective remote sales meetings in addition to generating revenue and keeping a strong sales pipeline. Managers must maintain contact with sellers in today’s work-from-home world to arrange the following types of meetings:
- Meetings with clients
- One-on-one meetings (revenue development focused meetings)
- Sales meetings
- Training sessions
Here are some sales management tips for delivering a high-quality virtual experience from world-class managers. When you follow the suggestions below, you’ll be able to hold productive remote sales meetings that will benefit the entire team.
Remote Sales Meetings: Best Practices
One of the most useful aspects of adopting technology is that it increases the capacity of vendors. If a remote sales meeting saves a seller a thirty-minute travel into the office to attend one weekly sales meeting, then a remote sales meeting “gives” the seller twenty-five hours of additional selling time each year!
When you multiply the twenty-five hours by the number of sellers on the team, you get a huge increase in sales capacity. Remote meetings also give all parties involved—managers, sellers, and clients—a lot of flexibility. The way you conduct virtual meetings will be more important than ever before. Here are some pointers to keep in mind.
- Avoid backdrop clutter and moving objects, such as a ceiling fan, when using video during a sales meeting.
- Avoid being hunched or appearing too casual. Sit upright and looking directly at the camera if at all possible.
- Position the camera such that you fill 2/3 of the screen
- To avoid the shadow effect, face the light rather than having it behind you.
- It’s preferable if everyone in the meeting uses their webcam; this will significantly improve the meeting’s level of involvement.
- Arrive a few minutes early to give everyone a warm welcome.
Advice on Using Audio In the Middle of a Sales Meeting
- Test the audio ahead of time to see what works best for your setup (headphones or computer audio)
- Use the mute button if you won’t be speaking for a long time.
- If not muted, stay away from the following:Test the audio ahead of time to see what works best for your setup (headphones or computer audio)
- Use the mute button if you won’t be speaking for a long time.
If not muted, stay away from the following:
- Heavy breathing or coughing/sneezing into the microphone
- Dogs, outdoor noises, and children are examples of background noises.
- If you’re going to use your keyboard to take notes while someone else is speaking, let them know so they don’t assume you’re ignoring them and answering emails.
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Tip for Screen Sharing During a Sales Meeting
- Check out the technology and make sure you’re comfortable being a presenter and passing it on to someone else if necessary.
- Make sure your phone is on mute and your email notifications and whistles are turned off (or off)
- When using PPT, use Presentation Mode rather than the version that displays all of the slides on the left side—this is a significant distraction for the audience.
Tips for Preparing Sales Meeting Attendees
- Before the meeting, send instructions on how to download and access the app (if necessary).
- If you’re going to use a webcam, let the sellers know so they can be prepared and presentable.
Recording a Remote Sales Meeting
- If possible and appropriate, record the meeting and share it afterward so that everyone may evaluate the information.
- Make sure they know you’re going to videotape this meeting.
Final Thoughts
Following the above sales management tips for having remote sales, the meeting may take some getting used to, but it will dramatically improve the experience for those on the other end of the line. After a few times using them, the actions will become second nature.
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