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Struggling to galvanise a remote working team? | The Melting Pot Newsletter | #82

HOW TO MAKE REMOTE SALES TEAMS MORE SUCCESSFUL

Week three of lockdown and no sign of normality returning any time soon. People are starting to accept that we’re in this for the long haul. Life is changing in ways we couldn’t possibly imagine even a few short weeks ago. And companies are having to adapt to entirely new ways of operating, particularly around remote work.

This presents challenges as well as opportunities. I firmly believe that if companies can use this time wisely, the coronavirus crisis may be transformational. Nothing focuses and sharpens the mind more than survival. My own track record scaling up companies through past recessions proves that it can be done. But it needs laser focus on the things that matter.

The engine of your company’s recovery will be sales. But the challenge of keeping remote sales teams prospecting from home is a big one. If you rolled into this crisis with a decent pipeline, you’ve got a head start. One of my clients has an 18-month order book but their customers (UK house builders) have by and large stopped working. They’re taking this time to plan global expansion. At the other end of the scale, another client has 12 weeks of delivery lined up but, from week 13, there’s nothing. They need a massive push on future sales. 

So how do they do this? How do you make remote sales teams more successful?

The Melting Pot With Dominic Monkhouse - Featured Image

Responding To Disruptive Change with Julian Birkinshaw

How should you as a business leader, respond to disruptive change in a decisive way? 

As the current global crisis gathers momentum, ensuring your organisation is able to respond to disruption is vital for survival. But it isn’t just coronavirus that is out to disrupt you, there are thousands of things that could potentially derail your business, not least the economy, access to talent, access to capital, access to markets to name but a few. 

Today’s guest is an authority on the subject of change, in fact, Julian Birkinshaw, Professor of Strategy and Entrepreneurship at London Business School not only teaches it, but he’s authored several books on the topic too. So if you’re an entrepreneur wondering what frameworks your business should be putting in place to support growth and create a valuable business, or how to look at strategy and how to get your business fit for the future, then this is one conversation you don’t want to miss.


Recommended Podcasts

PREDICTABLE REVENUE

We interview outbound sales leaders so that you can learn directly from the people on the front lines.
Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart.
Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

PREDICTABLE PROSPECTING

Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I’ll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.

Recommended Articles

BUILD A CULTURE THAT ALIGNS WITH PEOPLE’S VALUES

Candidates are seeking workplaces where they can intertwine their beliefs with those of the company, and work together on a common vision of purpose and success. As leaders grapple with how to recruit top candidates and retain employees, they must rethink how they’re shaping and building a culture that unites people around a common cause. Great culture should provide continuous alignment to the vision, purpose, and goals of the organization.

PRODUCTIVITY SKILLS TO HELP YOU GAIN TIME BACK

We’re all busy — so busy. We have bills to pay, a mortgage to service, kids to take care of, and of course, work deadlines to meet. All of these commitments leave us with little meaningful time for ourselves, and for cultivating meaningful relationships with others. But the good news is: When we say we’re time-poor, what we really mean is that we’re decision-poor. And that’s something we can change.

78 TIPS FOR “LOCKDOWN WORKING”

Cabin fever has always been one of the biggest challenges of remote working. Most solutions involve “getting out of the house.” What everyone’s doing now, though, isn’t remote working—it’s lockdown working. Lockdown working takes cabin fever to a new level, and demands different solutions. Our team members are based in eight countries worldwide—each under different levels of lockdown. We asked them what they are doing to overcome cabin fever.

Recommended Reads

SCALING YOUR TECH BUSINESS BY DOMINIC MONKHOUSE

Calling all CEOs, Founders and Managing Partners! Learn valuable scale-up strategies in a brand new book by the UK’s top tech industry business coach, Dominic Monkhouse. Dom has a track record of scaling-up award-winning technology businesses, including two UK based companies from zero revenue to £30 million within five years. Now he is sharing the secrets behind his success in a new book, FREE to all Melting Pot subscribers. The download will be available very soon.  Watch out for your copy! 


PREDICTABLE REVENUE BY AARON ROSS AND MARYLOU TYLER

Called “The Sales Bible of Silicon Valley”…discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth…with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!


MEANINGFUL ACTION FOR MONDAY

Called “The Sales Bible of Silicon Valley”…discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth…with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!

Want to scale up? Join my newsletter to receive a copy of my book, ‘F**K Plan B: How to scale your technology business faster and achieve Plan A’.