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The_Sales_Badger

Account Executive

Notorious Answer
Catalyst
Valued Contributor
+9

What is the best way to train yourself remotely?

Ah, yes - the remote sales lifestyle. While some can't fathom ever going back to work (I'll post on this later), the ones that suffer the most are the new hires. Because realistically, after speaking to multiple influential peers at big-time companies, no one has figured out how to train reps effectively in a remote environment.


For those fresh-faced, newbies out there that are starting a new career and freaking out because your training is garbage, this post may offer context from some of our heavy hitters.


🥎 Training
🏡 WFH
🧠 Advice
12

8 comments

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checktheCRM
Executive
4
Account Executive
1) customer interviews - ask to speak with 3-5 customers to understand the specific reasons why bought, problems they're solving, and the outcomes the measured. Use what you learned in your disco calls and prospecting outreach
2) listen to the best rep(s) recorded calls + ask to shadow all calls while ramping 
3) do mocks with the best rep(s) closing business rather than sales enablement - ask for their critical feedback 
4) definitely grab time with an SE or product person for a deep dive of the product. Without getting too technical, map out the features/benefits + customer outcomes. Don't sell a widget, sell the customer outcomes and successes 
TennisandSales
Politicker
3
Head Of Sales
I have just had to go through this / currently going through this. 

Here is what I did: 

1. Spend your first chunk of time understanding the product. Not just how its demoed, or what features it has but make sure you understand WHY your prospect cares about it, what problem its actually solving. 

If you dont understand then you need to find ppl who do and have a one on one and have them walk your through this. 

DONT SKIP THAT. 
if you dont understand the product then you will be limited. 

2. Listen to as many calls as possible. 
Discovery, demo, pricing, follow up demo, everything. 
Even if you dont do the demo (because you have an SE or something) make sure you could demo to some extent. 

3. focus on cold out reach. 
Once you start trying to put into words what your company does in a cold out reach setting it will really help commuminate what areas you understand and which ones you dont. 

4. run a discovery call. 
you could also role play but nothing is like the real thing. 
this is another test of your knowledge and will help steer you to what you need to improve on. 



The_Sales_Badger
Notorious Answer
3
Account Executive
Great stuff
SirCloseAlot23
Politicker
2
Business Development
Love it
braintank
Politicker
2
Enterprise Account Executive
Shadow the best reps. Listen to their calls & ask them tons of questions. Ask for them to give you feedback on your calls.
looper1010
Celebrated Contributor
2
Solutions Specialist
Set a 1:1 with everyone important in the company.  If you're remote, then it's harder to make connections and say hi.  Shadow as many calls of the best reps and ask them their favorite deals
DungeonsNDemos
Big Shot
2
Rolling 20's all day
What @braintank said 100%. And going along with that, schedule time for yourself to ensure you're continually learning and able to retain what you listen to.

I would also recommend doing daily or, at minimum, weekly role plays to practice.
CuriousFox
WR Officer
1
🦊
Training is lacking regardless if you're in person or remote. The best is to shadow/mentor others, with online trainings too.
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