How to adapt to remote sales as a Sales Consultant?

08 November 2023

How to adapt to remote sales as a Sales Consultant?

The shift to remote work has been a significant change for many industries, but perhaps none more so than sales. As a sales consultant, you may be wondering how to adapt to this new landscape. This comprehensive guide will provide you with the necessary tools and strategies to thrive in a remote sales environment.

Understanding the Challenges of Remote Sales

Before we delve into the strategies for adapting to remote sales, it's crucial to understand the challenges that come with this territory. The first hurdle is the lack of face-to-face interaction. This can make it harder to build relationships and engage with clients. Additionally, remote sales can often lead to a sense of isolation, which can impact your motivation and productivity.

Another challenge is the potential for distractions at home. Without the structure of an office environment, it can be easy to lose focus. Finally, there's the issue of technology. Not everyone is tech-savvy, and dealing with technical issues can be a significant source of stress.

Embracing Technology

Choosing the Right Tools

One of the keys to successful remote sales is leveraging technology to your advantage. There are numerous tools available that can help streamline your sales process, improve communication with clients, and enhance productivity. Some of the most popular include CRM systems, video conferencing tools, and project management apps.

When choosing tools, consider your specific needs and the needs of your clients. For example, if your clients are tech-savvy, they might appreciate a more sophisticated CRM system. On the other hand, if they're less comfortable with technology, a simpler, more intuitive tool might be a better choice.

Overcoming Technical Difficulties

Technical difficulties are a common challenge in remote sales. However, with a bit of preparation, you can minimize their impact. First, ensure you have a reliable internet connection. This is crucial for video calls and online presentations. Second, familiarize yourself with the tools you're using. Take the time to learn their features and how to troubleshoot common issues.

Finally, have a backup plan. Technology can be unpredictable, so it's always a good idea to have a contingency plan in case something goes wrong. This could be as simple as having a backup device or a different communication method at the ready.

Building Relationships Remotely

Effective Communication

Building relationships remotely can be a challenge, but effective communication can make a big difference. This means not only communicating clearly and concisely but also listening to your clients. Show empathy and understanding, and make sure to respond promptly to their inquiries.

Video calls can be a great way to build rapport. They allow for more personal interaction than emails or phone calls. Don't be afraid to show your personality on these calls. Remember, people buy from people they like and trust.

Providing Value

Another way to build relationships remotely is by providing value. This could be in the form of valuable content, such as blog posts or webinars, or by going the extra mile to help your clients solve their problems. The more value you provide, the more likely your clients are to see you as a trusted advisor rather than just a salesperson.

Remember, the goal is to build long-term relationships. This means focusing on customer satisfaction and retention, not just making a quick sale.

Staying Motivated and Productive

Creating a Routine

One of the challenges of remote work is the lack of structure. Creating a routine can help you stay focused and productive. This could include setting specific work hours, taking regular breaks, and setting daily and weekly goals.

It's also important to create a dedicated workspace. This can help you separate your work life from your personal life and reduce distractions. Make sure your workspace is comfortable and well-lit to reduce strain and fatigue.

Maintaining a Positive Mindset

Working remotely can sometimes lead to feelings of isolation and burnout. Maintaining a positive mindset is crucial for staying motivated. This could involve taking care of your physical health, practicing mindfulness, or staying connected with your colleagues and clients.

Remember, it's okay to take breaks and step away from work when you need to. Taking care of your mental health is just as important as meeting your sales targets.


Adapting to remote sales as a sales consultant can be a challenge, but with the right strategies and tools, you can thrive in this environment. Embrace technology, focus on building relationships, and take steps to stay motivated and productive. Remember, the key to successful remote sales is flexibility and adaptability. As the sales landscape continues to evolve, so too should your strategies.

About the author
Arnaud Belinga
Arnaud Belinga
Arnaud Belinga is the Co-Founder & CEO at Breakcold. He talks about Sales CRM use, marketing & sales. He loves Surfing 🏄‍♂️ & Skateboarding 🛹️.
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