How to Succeed as a Remote Salesperson

Ricardo Luchsinger / Sep 13, 2022

Working as a salesperson in the 21st century is radically different to how things were before. Remote working has become the new norm, and regardless of whether you are a veteran remote worker or new to the game, there are a few do’s and don’ts you should follow which will allow you to optimise your sales process and ensure success!

What Are The Advantages Of Remote Working?

If you're considering a career in sales, you should know a few things about working remotely first – here are a few of the advantages:

  • Location Agnostic - You can work from anywhere
  • Cost Effective - There’s no need for expensive office space or equipment
  • Flexible Hours - You have increased flexibility and freedom regarding your work hours  Of course, there are a few disadvantages, such as feeling isolated from colleagues or like you're constantly "on the clock." However, if you're self-motivated and disciplined, working remotely can be an excellent way to build your career in sales.

What Does It Take To Be A Successful Remote Salesperson?

Sales is a profession that people often think is restricted to an office environment, but more and more salespeople are finding success working remotely. In order to thrive there are a few key things you need to do: you need to be organized and have a reliable system in place to track your prospects and customers; you must be proactive in reaching out to your customers and building relationships with them, and finally, you need to be able to close deals remotely.

While some challenges come with working from home, there are also many advantages. By following the do's and don'ts listed below, you can set yourself up for success as a remote salesperson.

  • Stay Organized - Working remotely can be isolating, so staying organised and on top of your work is crucial. Use a planner or calendar to keep track of deadlines, meetings, and calls. Set daily and weekly goals to stay focused and on task.
  • Keep in Touch - Staying in touch with your co-workers is vital whether you work remotely or in an office. Use email, instant messaging, video conferencing, and phone calls to keep in touch with your team and maintain relationships.
  • Be Professional - Just because you work from home doesn't mean you can be overly casual. Be professional and dress the part, even if you’re working from your living room. This will help you remain motivated during your work day.
  • Stay Focused - There's something about working from home that makes it easy to take a nap in the middle of the day. Don't do this! Wake up early, get dressed and go for a walk, drink plenty of water, do some stretches – whatever it takes to keep you on track throughout the day.
  • Don’t Get Distracted - Working from home is much more complex than working in an office because there are more distractions at home. If you can't stay focused at work, put your phone away, sign out of instant messaging programs, and close your email program until you absolutely must use it again.
  • Don't Overwork Yourself - Being at home isn't an excuse to spend the whole day working. If you're completely stressed out all the time, you won't do a good job when you have to be at work. You need an hour or two in the morning and evening where you can relax, unwind, and get some exercise.
  • Don't Be Afraid of The Phone - Sometimes, it's better to talk on the phone than type messages back and forth by email – especially if there are details about a project that only one person knows. Ensure you're not doing it too much, though, or your boss and colleagues will think you're distracted rather than productive.
  • Don't Let Email Get You Down - There are lots of people who spend all their time reading email messages and then deciding that they need to write an extended response for each one. The next day, they've got a massive pile of unanswered emails that they need to work through. Instead, keep your inbox clear by only writing back when you have something new and exciting to say.

How Do You Find And Keep Clients?

While the above do’s and don’ts will set you up for success as a remote worker, one of the most important things you need as a salesperson, regardless of whether you work remotely or in an office, is a steady stream of clients. Here are some tips for finding and keeping clients:

  • Use social media to find potential clients. LinkedIn is an excellent platform for salespeople to connect with potential clients. Utilise LinkedIn's search function to find people who work in your target industries or companies. Once you've found some potential leads, reach out and connect with them.
  • Stay in touch with past clients. It's always easier (and cheaper) to keep a client than to find a new one. Make sure you stay in touch with past clients and nurture those relationships. Send them periodic updates on what you're working on and check in with them every so often to see how they're doing.
  • Offer something of value. When you reach out to potential clients, make sure you have something of value to offer them. This could be a helpful article, an introduction to someone they might want to meet, or even some advice based on your experience.

And finally, when it comes time to closing deals, you need to be able to do so remotely as well. This means communicating with your customers and understanding their needs effectively. Once you understand their needs, you can create a custom solution that meets their requirements. If you can do all these things, you'll be well on your way to being a successful remote salesperson.