This document outlines 3 ways to empower a remote sales team: 1) Using the right tools like virtual presentations, webinars, and CRM systems; 2) Creating effective sales playbooks that clearly outline the sales process and strategies; 3) Providing the right training through virtual programs that are cost-effective, scalable, and allow for targeted and self-paced learning. The document advocates that companies with defined sales processes and effective training programs see higher performance. It also highlights the benefits of virtual training solutions.

1. 3 Ways to
Empower Your
Remote Sales Team

2. Hello
HireDNA
www.HireDNA.com
Anwar Allen, Founder
2/company/hiredna/ @HireDNA anwar@hiredna.com

3. Remote Teams Are On the Rise
99%
If they could, 99% of
people would choose
to work remotely, at
least part-time, for
the rest of their
careers
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89%
Time spent selling
remotely by field sales
reps increased 89%
from 2013 to 2017
400%
The amount of people
who work remotely at
least once per week
has grown by 400%
since 2010
Source: GetApp Research Study Source: Buffer – State of Remote Work 2019 Source: InsideSales.com Study

4. Only 41% of employed salespeople
were suited for working remotely
- OMG Study
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5. Empowering
Your Remote
Sales Team
1) The Right Tools
2) The Right Playbooks
3) The Right Training
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6. The Right Tools1

7. Make the Most of Virtual Options
Virtual Sales Presentations
Revamp your traditional sales presentation
for maximum impact through digital delivery
channels.
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Leverage top videoconferencing tools like Zoom, Skype, WebEx, GoToMeeting,
Google Hangouts, UberConference, join.me, etc.
Webinars
Invite clients and prospects to a webinar or
digital conference, where your experts can
share ideas and answer key questions.
Virtual Office Tours
Let your clients and prospects get to know
the people behind your product/service and
built trust by inviting them to meet your
team in a virtual setting.
Remote Product Demonstrations
Use pre-recorded videos or live
screensharing tools to provide
demonstrations showing your product or
team in action.

8. Successful Virtual Sales Presentations
▫ Communicate genuine value
▫ Are tailored to a prospect’s specific problems
▫ Use simple, easy-to-follow visuals
▫ Use voice tone, inflection, enthusiasm to project
warmth and camaraderie (since body language is
absent)
▫ Include interactive elements to keep audience
engaged
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9. Integrated
CRM Systems
▫ Automate tasks
▫ Establish sales process sequences
▫ Have native productivity-boosting
features
▫ Integrate with external
productivity apps
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10. The Right Playbooks2

11. Create Effective Sales
Playbooks
A good playbook gives your reps a
comprehensive understanding of the
entire sales journey, and arms them
with the “right next step” to move
leads through your sales funnel
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12. “Companies that follow a well-defined
sales process are 33% MORE likely to be
High Performers. The win rate exceeds
50% for two-thirds of companies that
have a defined process in place.
- Salesforce.com
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13. Successful Sales Playbooks
▫ Clearly outline your sales strategy and expectations
▫ Create a framework for what to say, how to say it, and
when to leverage different materials
▫ Supply critical talking points for each stage of your
specific sales journey
▫ Provide guidance for prospecting, nurturing, and
closing leads
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14. The Right Training3

15. The Case for Better Sales Training
▫ 69% of sales teams in organizations that
report sales skills training efforts exceed
expectations are meeting quota
▫ Sales teams with effective sales skills training
programs reported lower turnover rates
(voluntary and involuntary)
▫ CSO Insights - The Business Case for Sales Training
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16. Virtual Sales Training is Effective
23.2%
Sales teams who
completed online
training delivered
23.2% more pipeline
than similar teams
who received live
classroom training
16
2x
Reps who completed
virtual training
experienced twice the
boost in confidence
levels when engaging
executive decision-
makers
28%
Reps who receive
more effective
coaching have a 28%
higher sales percentile
score
Source: Objective Management Group Source: Journal of Sales Transformation Source: Journal of Sales Transformation

17. Advantages of Virtual Training
Reduced Costs
▫ Eliminates the need for travel and classroom
costs
▫ Reduces opportunity costs associated with
time out of field
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Scalability and Accessibility
▫ Implemented quickly to address strategic needs
▫ Large-scale training rollouts in weeks rather
than months
▫ Immediately accessible to full team, regardless
of location.
Targeted Training
▫ Greater flexibility to created targeted content
for specific skill gaps or performance
indicators
▫ Allows for the rapid creation and deployment
of training based on time-sensitive strategic
needs
Deeper Learning Opportunities
▫ Fewer time constraints
▫ More focused attention from both participants
and instructors
▫ Self-paced, with more opportunity to practice
and complete assignments

18. Emerging Leader
in Training &
Coaching
HireDNA ranked among Top 10
Corporate Sales Training Programs in
the IT and Business Services category
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19. Science-Based Sales Recruiting
& Virtual Sales Training
www.HireDNA.com anwar@hiredna.com
Virtual Training &
Coaching
Sales Recruiting &
Retention
Sales Performance
Evaluations
Sales Candidate
Assessments
HubSpot CRM
Consulting
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