The impact of remote sales on the sales cycle
Posted: Sun Dec 22, 2024 6:04 am
In a market that is completely untapped, reducing the total duration of the sales cycle is essential to gain market share, because the faster the closings occur, the more opportunities there are to capture a greater market share . And remote sales have a great impact on this, let's see why.
When our sales team is only face-to-face -outside sales-, we face different situations that prolong the duration of the sales cycle, without the salesperson having much room to reduce times: usually they must wait until they have enough clients to visit in a region, then request authorization and management of flights, hotels, etc. by Purchasing, coordinate the agenda with the clients... On average, it is estimated that all this can take up to 14 days.
If this same team faces a company that has well-established remote sales processes - also known as Internet sales or inside sales - time will undoubtedly play against them, and by the time they can carry out the first discovery meeting, the remote salesperson will already be on their second or third virtual contact.
After the pandemic, this became even more evident: companies that quickly transformed all their processes to adapt to this new reality have taken a significant advantage over their competitors. Not to mention those who, in addition to taking meetings to virtuality, included touchpoints without the need to coordinate meetings .
You may be interested in: Inside Sales or Outside Sales, Which business model should I choose for my company?
So let's see how remote sales impact the sales cycle and the efficiency of the sales process:
Sales effectiveness
By reducing the number of scheduled meetings and increasing the conversion country area code philippines rate per meeting (accompanying the process with meetingless actions), the win rate will increase .
Remote sales increase efficiency
By eliminating the need for travel and increasing the effectiveness of each meeting, business process efficiency is increased, freeing up capacity that can be used to generate more revenue (scale the business) or reduce excess capacity (to reduce costs).
Both situations reduce Customer Acquisition Cost (CAC).
Meetingless touchpoints will outperform remote sales
One of the trends that is becoming more established is asynchronous or meeting-free sales. I bet you've been through a sales process like this at some point!
When our sales team is only face-to-face -outside sales-, we face different situations that prolong the duration of the sales cycle, without the salesperson having much room to reduce times: usually they must wait until they have enough clients to visit in a region, then request authorization and management of flights, hotels, etc. by Purchasing, coordinate the agenda with the clients... On average, it is estimated that all this can take up to 14 days.
If this same team faces a company that has well-established remote sales processes - also known as Internet sales or inside sales - time will undoubtedly play against them, and by the time they can carry out the first discovery meeting, the remote salesperson will already be on their second or third virtual contact.
After the pandemic, this became even more evident: companies that quickly transformed all their processes to adapt to this new reality have taken a significant advantage over their competitors. Not to mention those who, in addition to taking meetings to virtuality, included touchpoints without the need to coordinate meetings .
You may be interested in: Inside Sales or Outside Sales, Which business model should I choose for my company?
So let's see how remote sales impact the sales cycle and the efficiency of the sales process:
Sales effectiveness
By reducing the number of scheduled meetings and increasing the conversion country area code philippines rate per meeting (accompanying the process with meetingless actions), the win rate will increase .
Remote sales increase efficiency
By eliminating the need for travel and increasing the effectiveness of each meeting, business process efficiency is increased, freeing up capacity that can be used to generate more revenue (scale the business) or reduce excess capacity (to reduce costs).
Both situations reduce Customer Acquisition Cost (CAC).
Meetingless touchpoints will outperform remote sales
One of the trends that is becoming more established is asynchronous or meeting-free sales. I bet you've been through a sales process like this at some point!