A survey showed that while many buyers preferred in-person sales in December 2019, this has reversed in December 2020, with remote sales now preferred . The reason for this seems to be the avoidance of face-to-face contact due to the COVID-19 pandemic.
Companies that have only conducted face-to-face sales up until now can increase their sales opportunities by adopting remote sales, which sellers prefer. In this article, we will explain the following:
Why remote sales are necessary
Tips for success
Tools for remote sales
By reading this article, you will clearly understand what you need to do to start remote sales and what tools you should introduce.
However, since tools are merely a means to an end, you should not be satisfied with just introducing them. In order to succeed in remote sales, it is essential for your company to have a solid foundation in place. We will also explain in detail the tips for establishing a foundation, so please read to the end.
What is remote sales?
Remote selling means that salespeople and prospects are not in the same place throughout the entire sales process. ( Source: Salesflare )
We will explain the following three greece telegram phone number list points to help you understand the necessity and precautions for remote sales and apply them to your own company.
The biggest reason why remote sales have become necessary in Japan is the changing needs of buyers.
The above graph shows the results of the "preferred sales style" as perceived by buyers in the " 2021 Survey on Attitudes and Actual Conditions Regarding Sales in Japan " conducted by HubSpot Japan Co., Ltd. As of December 2019, the number of buyers who preferred remote sales was low at 21.0%. However, one year later in December 2020, this figure had increased to 38.5%, exceeding the number of buyers who preferred in-person sales.
The background to this change is thought to be the COVID-19 pandemic. Receiving sales visits has come to be seen as a "risk of infection," and buyers have begun to avoid speaking with sales representatives face-to-face. As buyers have begun to demand remote sales, sellers have been forced to respond.
The reality of remote sales in Japan
Percentage of companies that have implemented remote work in their sales activities
(Percentage of companies that have implemented remote work in their sales activities)
More and more companies in Japan are introducing remote sales, but some challenges are also emerging.
The above graph shows the results of a survey conducted by Matsurika Co., Ltd. in April 2020 , and shows responses to the question, "To what extent is your organization currently implementing remote work in sales activities?"
The percentage of respondents who answered "all work is being done remotely" was 33.9%, and when combined with "some work is being done remotely," the figure reaches 88.4%. It is clear that it is rare for companies to not do any remote sales at all.
The challenges of remote sales
(Challenges of remote sales)
The figure above shows the results of the same survey, in which respondents were asked, "What challenges do you face while conducting sales activities while working remotely?" While 44.4% of executives and managers in sales organizations most often answered "communicating during online sales negotiations and internal meetings," 38.7% of sales representatives most often answered "collaboration with other departments necessary to move projects forward."
These results show that there is a difference in the issues felt by management and sales staff. "Collaboration with other departments" is an issue that is difficult to resolve even if only sales staff make an effort. It is important for management to understand the issues faced by sales staff and to put in place a system to handle remote sales across the entire company organization.
The reality of remote sales overseas
Remote sales have been attempted overseas, especially in the United States, for some time now, and are now commonplace. The United States is a large country, so visiting buyers incurs significant costs, such as travel and accommodation fees, which is the background to the development of remote sales.
