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  • Mon. Jun 27th, 2022

5 Virtual Success Tips for Sales and Marketing Leaders — CoSell

Apr 28, 2022
5 Virtual Success Tips for Sales and Marketing Leaders — CoSell

As business leaders, we’re always on the lookout for success insights. We’re hungry to know how to build success, maintain success, and promote success while working virtually. 

There’s no question that our world has and is facing unprecedented challenges and uncertainties. Yet, it is up to us to lead—and to do this, it helps to learn what other sales and marketing leaders are discovering for virtual success.

That’s why this article from McKinsey is so insightful. They look at the best practices of European sales and marketing leaders in responding to the current requirements to work virtually. In reading this, I bet that you’ll get a boatload of ideas…so have your notepad ready.

The key elements that stand out for collaborative selling turn out to be the same success principles that the leaders in Europe are finding. Let’s take a closer look.

01. Focus On People

Naturally, sales and marketing leaders know that it’s the people that make the difference. By focusing on the human element, they are building a stronger business, team, and organization.

With Co-Selling, this is foundational. It’s easy to connect at a human level, bring human touch into virtual selling, and keep the channels open for real-human contact.

Unlike traditional models, which focus exclusively on numbers, profits, and quarterly reports, Co-Selling focuses on collaboration. The process of collaboration yields the result of more quality leads, customer loyalty, customer referrals, and greater profits. However, the result is different when focusing on people instead of targeting the profits.

I recently spoke to Danny*, a regional sales director, who put it perfectly: “When we work together, we’re building a network of understanding. It grows naturally and organically—by putting people front and center, they do the same. With this kind of reciprocity, you get a much higher value of introduction. It’s so far beyond in value that there’s no comparison with a numbers-to-numbers approach.”

02. Prioritize Employee Challenges

Working virtually has been on everyone’s minds for decades. For many of us, it was a casual out-there-on-the horizon. We thought we’d get to it —eventually. But there were always reasons, preferences, and business-as-usual norms that kept things going on the way we were used to.

With the radical changes in the workplace, there have been distinct challenges for employees. European Sales and marketing leaders agree that it’s essential to prioritize employee challenges. 

This can be done in many ways such as providing new policies, adjusting bonus structures, increasing compensation, offering training, connecting people with a buddy system, and upgrading technology. 

What will work best for your employees? The best way to get the right answer is direct. Ask them. Employee needs often vary across regions, industries, and people.

Just last week, Steve*, a local Sales VP told me about his team challenges. “Working from home is tough on people. One of the biggest challenges was one I hadn’t been aware of: balancing being a parent with working. A lot of people are now juggling even more with home-schooling and increased workloads. It’s stressful and challenging for most parents. 

We’ve responded by creating a peer-to-peer network so parents can get tips from other parents. Having someone to call has turned out to be a huge help. People feel listened to, understood, and more able to creatively respond to challenges.”

03. Demonstrate Deliberate Calm

In the early days of the pandemic, let’s face it. Staying deliberately calm, let alone optimistic, was a challenge. But now, we’re seeing sparkles of hope and optimism. Just a few days ago, Pfizer and Biotech announced they are making headway on a vaccine that could be released by spring. 

And that’s not all. Business is going strong. We’re seeing a steady and calm sense of optimism. People have the experience of coming together and rallying during a crisis. This is something to build on.

As you look towards the future, help your teams with a sense of a longer view. What will be needed to thrive in six months, a year, or a few years? With a broader outlook, it’s easier to develop contextual thinking. This ability enables people to solve problems, think creatively, and focus on ‘what’s working’ as we weather the storm.

04. Empower Teams

Different teams have different processes, communication styles, challenges, and solutions. As you’re looking to support your teams virtually, what can you do? Seek out ways to give them authority, integrity, and discretion to make decisions.

No doubt you are adjusting to new ways of connecting with your team. This may have resulted in changes in how often you connect with team leaders, new dynamics, and adopting new models for remote working. 

Many leaders find that groups united with a common goal can develop solutions, increase speed, and work efficiently in ways that surpass previous performance. In your business, where might you put this into play?

If you’re seeing one team do exceptionally well with collaborative selling, how can you spread their practices? If you’re noticing a burst of activity with Co-selling, explore how to expand the winning protocols. By empowering your teams to experiment, expand, and educate—you’re building stronger teams and more agile processes.

05. Communicate Effectively

How can you use communication and do it effectively? The leaders across Europe have personal responses to this question and you will too. One CMO hosts digital Q& As so everyone can engage directly with her. Another director sees virtual communication as a boon for real-time interaction. A third leader uses 1-page weekly updates to offer frequent and bite-size news during times of uncertainty.

What do these methods have in common? They are personalized, professional, frequent, clear, and direct. If you’re comfortable with video, use it. If you prefer written, do that. If you can blend your media, do that. 

Look at your communications from different lenses and get feedback from your team on what works best for your audience.

• What media are you using?

• How long is the message?

• How frequently are you communicating?

• Is the information relevant for each audience?

• Is there a way for people to ask questions?

• Is there a way to connect anonymously?

• Is there a way to engage and respond directly?

Whether you’re posting changes in policy, procedures, or collaborative selling processes, your teams will appreciate clear and frequent updates. Of course, you’ll want to balance the flow of your messages—not too often to overwhelm and not too infrequent to under inform.  

Putting It Together

In today’s evolving environment, leaders can promote certainty of attitude. Your attitude sets the tone for your entire team. With a priority on people, you’ll be able to make the best choices to act in the midst of turbulence. 

These core principles are ones you can use to help your teams and business achieve exceptional success. 

Sharing best practices for leaders is a smart way to position your company and your collaborative selling initiatives for success. The key concepts are ones you’re already using: focus on the human element, prioritize employee challenges, demonstrate deliberate calm, empower teams, and communicate effectively. 

As a sales and marketing leader, now is your time to put the pieces in place. With collaborative selling, it’s never been a better time to take action and put these success principles into play. This is the foundation for exploring new partnerships, creating exceptional offerings, and making warm introductions to the right people in your industry. 

With partnership Co-Selling, you can grow your organizational strengths and expand your network. If you’re envisioning a virtual landscape with shorter sales cycles and greater team buy-in—with Co-Selling you’ve got the tools to succeed.

Sum Up

With the shift to virtual selling, successful businesses are shaping the market and realizing significant revenue potential. Partnership Co-Selling is how you can virtually boost sales, expand your network, and translate your outstanding ideas into reality.

Using a platform like CoSell.io is the simplest way to get your sales team on board. CoSell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams. 

If you’d like to explore how this can help you and your team boost sales and win major clients fast—please reach out to us. To learn more, check us out.

* Names changed to respect privacy.

This content was originally published here.