Due to the pandemic, most businesses have transitioned to working remotely. In this episode you’ll learn how to maximize sales productivity when working with a remote team. Ensuring sales productivity At a very young age, author, speaker and organization improvement consultant Brad Jeavons watched his mother selling over the phone. He saw how she used trust and value to make an impact on her customers. The consultative approach his mother used was effective. Brad made note that using the phone can cover a lot of turf. Brad also studied the strategies of big companies such as McDonalds and Apple, and how their practices are applicable to productivity and sales performance. Some of the best practices and operational/enterprise excellence in the world today come from the largest organizations. With working remotely, we can take all these practices to another level. The 4 Ps in Productivity The 4 Ps in Sales Productivity: Plan - you need to be able to focus and create a plan of attack. Know who is still currently buying and learn how to adjust the plan. This plan has to be done with people, not to people. People - We need to show empathy toward our sales team because everyone is feeling the effects of the pandemic. Build trust within your team. Process - Collaboration is important in team processes. It enables everyone to be in on the plan and adjust the plan as a whole. Partner with your customers - Go into these relationships as an abundant consultant, not just as a merchant selling to customers. Sell with a purpose. The only way to do so is by helping the sales team form a process they will practice with consistency. Brad uses the customer journey mapping technique to help sales teams develop an abundant sales approach in which they become highly skilled as they practice. Agile sales and marketing processes start with the customer’s buying journey. This is before the discovery phase. It’s focusing the team on the customer’s pain points and their needs. It enables them to connect to the customers on a deeper level. The Devotion phase allows you to focus on how you can serve your clients so they become people who are devoted to your product or service. “S1: Maximize Sales Productivity When Working With a Remote Team” episode resources Follow Brad Jeavons on LinkedIn. You can also get his book, Agile Sales: Delivering Customer Journeys of Value and Delight. You can also visit his site to learn more Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This episode is also partly

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