If you have a large sales force, spread out over wide distances, or if
you have a small staff in various locations, then video and web
conferencing is an ideal way to train, manage and support your team. In
case you are wondering what online conferencing has to do with managing
and training a sales force, here are a few ways to utilize this new
technology.
1. Hold Virtual Online Sales Meetings
Instead of calling all your representatives to one physical point, you
can set up a web conference and meet with them online. Your sales
people only need a computer and a broadband connection to the Internet
and they will be able to take part in the online sales meeting. The
newest conferencing systems have a real time notepad allowing online
brainstorming.
2. Hold Meetings More Frequently
Whenever your organization holds a physical meeting, then you have to
pay a cost in terms of travel as well as in time lost from normal work.
For this reason meetings have to be scheduled carefully and not too
frequently. When the meetings are held online, the “opportunity costs”
of your meetings are reduced because no one has to leave his or her
location in order to attend. This should make it possible to hold your
sales meetings more frequently, and take advantage of improved
communication with lower costs.
3. Show Your Staff How to use Video Conferencing to Sell to and Support Customers
As you get more accustomed to online conferencing with your staff, you
can use these meetings to train your staff in online conferencing
skills so that they in turn can reach their contacts, clients and
customers using the same online conferencing technology. Your sales
people can meet a contact “face to face” online, demonstrate products
and even perform after-sales service without leaving their offices once
they become familiar with online conferencing. Your regularly scheduled
online meetings offer a great opportunity to impart these skills to
your staff.
4. Get Valuable Feedback From Your Team With Online Conferencing
Meetings do not have be a one-way street where only the organizer or
presenter gives information or instructions to the attendees. Rather,
online conferencing makes it possible for the executives to get
valuable feedback from the field. For example, you can take a poll of
your organization or get information via an online survey using the new
instant polling and survey features of the newer web conferencing
systems.
5. Inspire Your Team With Guest Speakers and Special Presentations
Once you have your online conferencing system set up, you can announce
and hold meetings whenever you like. Use this channel of communication
to educate and inspire your staff with the best speakers in your
particular field of activity. Your guest presenters do not even have to
come into your office, they too can participate online which will save
you a lot of money in transportation and lodging costs.
Once you get the hang of online conferencing you will probably be able
to add to this list and come up with even more ideas on training and
supporting your sales team.
