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  • 2020-05-19
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How to Work from Home and Keep Sales Productivity High

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在家工作如何保持高成功率销售

 

For reasons beyond our control, the pros and cons of working from home are no longer fodder for debate – or perks in a job deion to attract candidates. Working from home is a forced reality.

由于不可抗因素,在家工作的利弊不再引发争论,也不再是职位描述中吸引候选人的内容。在家工作是必须接受的现实。

At Zoho our employees have always had the freedom to work remotely – the last two letters in our name originally stood for “home office” – our salespeople were usually in the office. Like many salespeople, they thrive on the sales floor atmosphere and the camaraderie among team members while enjoying the convenience of quick meetings or coaching sessions inside empty conference rooms.

Zoho的员工一直可以自主选择是否远程工作——Zoho的最后两个字母本来就代表“家庭办公室”——但我们的销售人员通常在办公室工作。因为与其他销售人员一样,从共同工作、互相帮助的团队氛围中能学到很多,在宽阔的会议室中讨论工作或者传授经验也十分便利。

But these aren’t normal circumstances, and we’re all having to adjust. Fortunately, high-speed Internet access and powerful collaboration and sales productivity tools have made it possible for sales teams to stay connected and close deals wherever they are.

但因为大环境异常,我们都必须进行调整。幸运的是,高速的互联网以及功能强大的工作通讯软件使销售团队可以随时随地保持联系并完成交易。

Yes, your sales team can work from home, but you need systems and expectations in place.

销售团队确实可以在家工作,但是需要恰当的系统和期望目标。

Stay Connected with Collaboration and Sales Productivity Tools

通过工作通讯软件保持联系

Along with negotiating with your partner about who gets the comfortable office chair or making sure your young child doesn’t interrupt an important video conference, the challenges of working from home now include staying motivated and on task while hitting your numbers.

在家工作面临的挑战不仅仅包括与伴侣争抢舒适的办公椅、确保小孩不打扰重要的视频会议,还包括为达到理想的目标保持动力和努力工作。

A fundamental problem all remote workers face is a breakdown in communication. That’s why sales managers must practice active management and stay in touch with reps through weekly (or daily, if possible) phone or video calls to discuss goals and targets but also to see how they’re handling the transition. These conversations should be about performance, but they can also be about time management, roadblocks with working remotely, and best practices with remote working software or the CRM.

所有远程工作者面临的一个基本问题是沟通的中断。因此,销售经理必须积极的进行团队管理,通过每周(如果可能的话,每天)电话或视频通话与销售人员保持联系,讨论销售目标,了解他们如何应对过渡时期。这些对话的主题包括绩效、时间管理、远程工作的障碍,也是对远程工作软件或CRM最好的测试。

At Zoho, we’re doing this by:

在Zoho,我们通过以下方式做到这一点:

  • Using video conferencing for both one-on-one and team meetings. It’s better to over-communicate at the beginning than for reps to lose touch and not have a clear understanding of expectations and goals.
  • Taking the time typically used to walk around the office (or play ping pong) to continue chatting with team members to discuss non-work topics.
  • Creating a group chat specifically for non-work conversations and thoughts, so everyone has a healthy release.
  • Setting clear goals at the beginning of each week (personal and professional) and holding everyone accountable to meeting them during weekly calls.
  • 一对一谈话和团队会议都通过视频进行。最好一开始就充分沟通,而不是等到销售人员失联才发现他们不了解销售目标。
  • 抽出通常用来在办公室走动(或打乒乓球)的时间,与团队成员闲聊。
  • 专为闲聊建群,这样每个人都可以释放压力。
  • 在每周开始时设定明确的目标(生活的和工作的),并通过定期打电话督促每个人实现目标。

We’re able to do this because of Zoho Remotely, our virtual collaboration and productivity platform with 11 applications, including internal chat, audio and video calling, project management, and remote assistance. These workforce management tools help managers stay connected and nurture team spirit without coming across as micromanaging.

工作通讯平台Zoho Remotely上的11个应用程序,包括内部聊天、音频和视频通话、项目管理和远程协助,帮助我们完成远程工作。人力资源管理工具可帮助管理人员联系成员并培养团队合作精神,而无需一对一的沟通。

Let Your CRM Be Your Eyes

用CRM进行团队监督

Another downside of sales teams working remotely is a lack of visibility into sales productivity. Managers like being able to look up from their desks to see if reps are busy and on the phone. Likewise, reps use the energy and electricity of the sales floor to stay motivated and move on to the next prospect – especially after losing a deal.

销售团队远程工作的另一个缺点是无法监督成员工作。经理们在办公室的时候,抬头就能看到销售人员是否在工作。同样,销售人员失去一个顾客后,依靠团队的鼓励来保持动力,并瞄准下一个潜在客户。

More than ever, your CRM has to be your guide and your eyes. And, while it doesn’t fully replace the human interactions and face-to-face contact, daily reports and dashboards let managers see what is happening in real time while keeping reps accountable for hitting daily targets.

CRM作为向导和监督,比以往任何时候都更加重要。尽管它不能完全取代人与人之间面对面的联系,但日报和工作进度表使经理可以实时查看正在进行的工作,保证销售人员实现每日目标。

Detailed activity reporting on metrics like daily run rate, revenue, and leads count makes it easy to see how your team is performing and if they’re staying on task. From there, managers can make adjustments and prioritize one-on-one calls with reps who aren’t keeping up.

有关每日运行率、收入和潜在客户数等指标的详细报告,让销售经理能轻松的查看团队绩效以及是否在工作。经理可以调整工作,优先与没有跟上进度的销售人员一对一通话。

Look toward the Future of Sales Productivity

展望未来销售

One thing sales managers will quickly learn is that not everyone thrives in a remote work environment. It takes a special mindset to continually work when children, chores, and other distractions are now in your peripheral vision. The good news is that top-performing salespeople already have the necessary traits to thrive in a work-from-home setting – they’re goal oriented, meticulous with their time, self motivated, and resourceful – especially those working toward a future position in the field.

销售经理很快就能发现,并不是每个人都适合远程工作。当孩子、琐事不停干扰时,需要另一种思维方式来持续工作。好消息是,业绩最好的销售人员已经具备了在家工作的必要特质——以目标为导向,严格按照时间表,有上进心,足智多谋——尤其是那些朝着更高的职位努力的人。

And, while this period may cause a number of stresses, it will also reveal leaders on your sales team and force them to prove they have what it takes. Managers can use this moment to take notes on who steps up and who may be ready for leadership roles or promotions when we eventually return to our offices.

而且,尽管这段时期可能会带来很多压力,但也显示出销售团队中谁是领导者,让他们施展能力。经理可以利用这一时期记录哪些人提升了能力,之后返回办公室时,哪些人能够担任领导者或晋升。

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  • 编辑:林允儿
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