Building Your Virtual Capacity to Free Your Time and Grow Your Profits

You’re stuck. Your business has reached a plateau. You can’t drive forward unless you hire a salesperson, or unless you spend even more time in sales yourself. The problem with the latter is it will slash the time you have to sell – and you’ll make lower profits as you build an unhappy customer base because you don’t have time to deliver on your promises.

You need to hire a salesperson, and this scares you. What if they don’t work out? What if they screw up? Only you know your sales process inside out – and you don’t have the time to coach a new salesperson.

What’s the answer? You need to learn to let go to scale and grow. You need to build a virtual sales team – without the risk. Here’s how to start.

What are virtual sales?

Virtual sales are a simple concept, and one that many businesses are using to grow their revenues. Done right, building virtual sales capacity will help you expand your sales capability at minimal cost.

Instead of hiring expensive salespeople into your main office or location, you hire talent remotely. There’s a whole world of highly skilled and qualified people waiting to provide you with the benefits of their talent.

Now I’ve made you even more nervous, right? I mean hiring a sales rep in-house is a stumbling block for you. Am I really suggesting that you hire a virtual sales agent – a person you can’t see and may never meet in person? Of course not. At least, not yet.

Benefits of a virtual sales team

Before I explain how to build your virtual sales team, let’s look at a few of the benefits of a virtual team:

  • You reduce your overheads – there’s no need to rent an expensive sales office
  • You reduce your employee costs – because you contract, not employ, so you have no employee benefits to fork out
  • You have no fixed costs to pay each month
  • You benefit from talent and skills that may not be available locally
  • Your virtual sales team can work 24/7 – you can now service global clients and offer out-of-hours support
  • You save time – heaps of it, which allows you to do what you do best
  • You turbo charge your earnings

How to build a virtual sales team

You don’t have a business until you have a team. The question is, what should your team look like?

In my team, I have four key people other than myself. These are my:

  • Business manager
  • Virtual sales assistant
  • My LinkedIn specialist (so much of my interaction is through LinkedIn)
  • Social media guru, who also provides membership support

Other members of my virtual team assist me with content, podcast editing, updating my website, developing sales funnels, sales enablement, lead generation, customer relationship management, tax, and so on.

In total, my team numbers around a dozen people. All of whom work remotely in my virtual environment.

Eventually, you will probably build a similar-sized sales team that works from home. To build yours, you should:

·         Be clear on your goals and your budget

Hire team members who will help you achieve your business goals. Be clear about the skills you need, and your expectations for each member of your virtual team.

Here’s a pointer to making your first hire: measure what you could make because they will do the work that you currently do.

For example, let’s say you make $500 an hour when you are with clients in sales meetings. To support this, you currently spend half your day doing administrative tasks.

A virtual sales assistant could do these tasks for, say, $20 an hour – thus freeing up your time to spend with clients and earn $500 an hour.

It’s a no brainer, isn’t it?

·         Define your ideal hires

Now, define your ideal hires. What work will they be doing, and what qualifications and experience should make them competent to do so? For example, do you need lead generation experience, or a virtual assistant who is good at admin tasks?

Tie this into your goals and budget. Then do your research, and make your hire.

·         Manage your team effectively

When you manage your team effectively, you will get the most from your team members. You’ll avoid remote team disasters by:

  • Leading positively
  • Setting clear expectations
  • Understanding your own motivations and those of your team
  • Providing templates to standardize work processes
  • Demonstrating positivity

Hire a virtual sales assistant before you hire a sales rep

You don’t have to go all-in when you start to build your virtual team. In fact, I recommend you don’t. You want to get used to hiring virtually and managing virtually. Start slow, and develop your virtual selling at a pace that you are comfortable with.

Start with hiring a virtual sales assistant. Someone to whom you can delegate all the admin tasks that are taking up all your time. They don’t have to be customer-facing. They do need to have the ability to free your time immediately.

To empower your new virtual assistant to work productively, think about the processes that you currently do and coach them to take over from you. I find that the best way to do this is to set up a video of what to do and how. This way, you only need to explain a process once – your assistant will have the video to refer to instead of needing to ask questions of you.

Ease yourself into the virtual team mindset

This experience will help to ease the trepidation of hiring a virtual sale rep. You’ll experience the immense benefits of developing a virtual sales team ‘from the ground up’.

You’ll also gain the experience of how to get the most from your virtual team members without your perceived risk of hiring into customer-facing roles immediately. Best of all, you’ll be on your way to building a team that guarantees the long-term success of your business.

Want to know more? Then register for my next free webinar detailing ‘How to Quickly Scale & Escape a Referral-Only Business’.

Publish Date: 3/5/2021 12:00:00 AM
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Building Your Virtual Capacity to Free Your Time and Grow Your Profits
You’re stuck. Your business has reached a plateau. You can’t drive forward unless you hire a salesperson, or unless you spend even more time in sales yourself. The problem with the latter is it will slash the time you have to sell – and you’ll make lower profits as you build an unhappy customer base because you don’t have time to deliver on your promises.
You need to hire a salesperson, and thi…

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