Home office sales tools help a lot of salespeople and managers to maintain productivity and also manage the sales team. Therefore, choosing the right resources is extremely important for any company.
Working from home may not be ideal for your business, but sometimes it is necessary – as in the case of the Covid-19 pandemic.
So you need to be prepared so that your company’s productivity and results suffer as little impact as possible.
It is in this sense that the right choice of home office tools is so important.
It is through them that your team will be able to focus on what matters most: your customers.
However, some questions are necessary: what tools to use? When? Like?
The answers will give your company a path to follow to remain relevant and impact consumers.
And that is what we will cover in this article from now on.
Focus on management before choosing home office sales tools
First of all, let’s go back to the basics: home sales office, you know what it is, right?
It is the act of working from home – either autonomously or for a company.
There are also other terms to designate this: remote work or telework.
Whichever term you prefer, the fact is that before choosing home office sales tools, you must meet a number of prerequisites first.
What would they be? Well, first of all you need to have a well-defined sales routine.
And, for that, defining a process with activity-based sales is, without a doubt, a good practice in sales management.
That’s because without control there is no management. And well, without being able to manage sales, what good will it do to have great tools for home office, right?
The manager must, necessarily, be a person capable of analyzing the sales process as a whole.
Only you should do this in real time. Only then will you be able to have your team focused on the customer and on maintaining and improving your business results.
Taking care of people
Another very important factor: the manager needs to be available to his teams and provide them with ideal working conditions: both knowledge and structure.
That is to say: no home office sales tool will be really efficient if the manager is not attentive and taking care of people.
It is extremely important in reality during the new coronavirus pandemic.
The so-called “VUCA world” moves people’s heads. It brings countless uncertainties and can affect us all very negatively.
It is essential, then, to take care of people. It is not something that can be neglected or postponed: it is something that needs to be present at all times.
8 Home Office Sales Tools Your Business Needs
Having to work from home, especially when referring to the sales sector, is not and cannot be synonymous with a drop in performance.
The digital transformation places technology within companies and their processes to guarantee just that: productivity.
It is not because you have your decentralized salespeople and pre-salespeople today that they will not be able to carry out their activities.
It is not and will not be a reason, the distance, so that the steps of the process and all the necessary tasks in each one of them are not fulfilled.
To ensure good practices, choosing the right tools for home office sales is vital.
In this paragraph, we separate 8 of them.
It is from this structure that you will be able to make your teams yield as much – or even more – as working from within the office.
Shall we check?
1 – Notebook
This tool is not exactly mandatory, but it makes things much more practical – especially for companies that need to migrate from the physical to the remote office.
The notebook, besides being a practical equipment to carry, has all the features that a salesman needs to work from home.
Wi-Fi connection, webcam, microphone and integrated speakers are indispensable for sales demonstration, something indispensable in the inside sales model.
And in case you migrate the office to the home of each of your salespeople, they will need to take just that.
Imagine how difficult it would be to have to carry a monitor, CPU, speakers, webcam, microphone…
So this is the first of the home office sales tools you need to have.
2 – Google Drive
It is essential to have a platform where you can organize and centralize slides, text documents and even some spreadsheets.
Sharing your company’s sales playbook is another possibility that Google Drive opens up.
Leaving all this to the sales team is important, right?
Cloud sharing of documents through Google Drive is an important resource for sales telework, without a doubt.
This makes it much more agile and also safe to deliver or share any content or knowledge to everyone in the company.
You can have it for free in your Gmail account as well as your business account – which, in these cases, is the most recommended.
3 – Sales CRM
If your company really wants your sales team’s productivity, performance and results to grow during remote work, then you need to be a CRM that really helps you.
Managing spreadsheet sales remotely with your salespeople at home is a very risky mission.
However, with cloud-based CRM software, you have the resources to see, control and accelerate sales teams and opportunities.
It manages, for example, to establish rules of time of use – and thus control the journey of its employees.
It has important integrations such as marketing automation, customer service and also webphone – as we said earlier.
You can have your WhatsApp conversations registered in your CRM. Thus, you keep the history of customer interaction all within the opportunity. Centralized, as it has to be.
Not to mention, of course, all the features that a CRM has to make the sales process of companies more efficient.
4 – Platform for videoconferencing
What in-house salesperson doesn’t need a videoconferencing platform? It is correct to say that everyone needs it, isn’t it?
It is important to have a tool that allows screen sharing so that you can show the product or service you sell.
Showing up during the call is essential even for the salesperson to have greater persuasive power: body language counts a lot on these occasions.
The message is not fully absorbed simply by reading an email or message on WhatsApp.
Therefore, video call platforms are just as important. Choose the one you like best among:
Understand what need you have (just talk to customers? Talk to internal staff too?) And choose the tool that makes the most sense.
From this list we present, there are free and paid platforms. Research well.
5 – Marketing automation platform
As much as the seller does not use it directly, a marketing automation platform is extremely important for any company.
It is through it that you put into practice your lead generation strategies with: email marketing, landing page, forms, among others.
It is the mechanism by which you offer the good content you have created, nurture the leads generated to, when ready, carry out the baton pass.
This is the moment when the marketing team sends the prospect to the sales team – more precisely to the SDR that will qualify him.
And why is this such an important tool for home office sales?
Now, for everything we said. To qualify leads, you need to send a series of emails with good content.
Who better than the seller to sign these emails? Get the potential buyer already used to who will serve you later.
For this, choose marketing automation platforms such as:
Among so many others. Make sure, of course, that there is integration with your sales system so that leads automatically appear in the pre-sales funnel – or one you set up.
6 – Platforms for exchanging messages
Exchanging messages is something we do constantly. WhatsApp, of course, is the main medium used.
It serves a lot to carry out the follow up steps within the sales funnel, for example.
Customers use the tool a lot and it is not you who will not leave this channel open, right?
But, when we talk about platforms to exchange messages, we also have to think about the internal team.
One of the options, in addition to WhatsApp itself, is Hangouts – especially if your company uses GSuite.
Slack is also a great option, especially since you can create communication channels to exchange all kinds of information – just like Rocket Chat does.
7 – Platform for customer service
Good customer service is essential at all times.
It is what determines whether a customer trusts or continues to trust you, the watershed between a won sale, a lost sale, a churn or a retention.
Therefore, joining online chats, chatbots and WhatsApp are a great way to have excellent service, organize and respond more quickly to the demand that your consumers have.
It is also important – even for lead conversion – that the platform integrates with your CRM.
See, from the list below, which platform makes the most sense for your current needs:
Why are chats so important? Well, keep the pre-salesperson attentive and ready to answer any questions that will arise.
You have to enjoy the lead while it is hot. And having sales professionals acting quickly on these platforms is critical.
8 – Telephony platform
You don’t want your salespeople to use their private phones to call customers, right?
Calling, by the way, is one of the main tasks that salespeople have within a sales routine.
But not only for leads – cold calling 2.0 calls are quite common when prospecting.
So, to make this mission more agile, cheap and intelligent, opt for webphones and dialers.
And by now, of course, you already know: choose the ones that have integration with your CRM.
Why is it important? Because, in this way, you are able to have, in the opportunity, recorded all your attempts to connect.
Which will help – and a lot – in improving the sales process through the data you will collect.
Some examples of telephone providers:
These are some examples of tools for home office sales.
With technology, you can keep your salespeople working remotely and still focus on what matters: customer success.
So, how can we help you?
If you want to know more about tools for remote sales work or are unsure about the article, talk to a consultant whenever you want.
Enjoy and read two articles that will help you sell more and better – even from home office.
The first talks about how to have a sales meeting that is, in fact, productive.
The second is about how your company can organize customers and be more assertive when approaching them.
A hug from CWT, your CRM. #RunCWT