{"id":22877,"date":"2022-08-24T08:00:53","date_gmt":"2022-08-24T06:00:53","guid":{"rendered":"https:\/\/maroon-cobra-681026.hostingersite.com\/en\/?p=22877"},"modified":"2022-08-26T09:16:48","modified_gmt":"2022-08-26T07:16:48","slug":"improve-remote-sales-kpis","status":"publish","type":null,"link":"https:\/\/fonvirtual.com\/en\/blog\/improve-remote-sales-kpis\/","title":{"rendered":"How to improve your remote sales KPIs"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Sometimes we may have the feeling that things in our business are not going as planned. <\/span><b>But, in reality, it is just that: a feeling.<\/b><span style=\"font-weight: 400;\"> To check whether this is true or not, we need to look at a series of indicators that will tell us specifically what we are doing well and what may be going wrong.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These parameters are known as <\/span><b>sales indicators or KPIs<\/b><span style=\"font-weight: 400;\">, and they are essential for any company, but for those who sell their products through the Internet, they are even more so.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The pandemic marked a turning point, both in the way companies sell and in consumer preferences. Distance selling has exploded and with it, the number of e-commerce sites. In this sense, the world of e-commerce has become increasingly competitive, which means that <\/span><b>businesses must measure their profitability through sales KPIs <\/b><span style=\"font-weight: 400;\">to keep up.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To set them, we must take into account that <\/span><b>each company is different and, therefore, must also take into account different factors<\/b><span style=\"font-weight: 400;\">. Despite this, today we bring you some of the main remote sales KPIs, as well as some tools that we offer you in Fonvirtual to improve them.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">But first&#8230; Can any data be considered a KPI?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Before you get to know the most important sales KPIs, one thing to keep in mind: <\/span><b>not all the data you analyze is enough to be considered a performance indicator<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As mentioned above, each company is different and will define its own parameters according to its characteristics and needs. However, in order to obtain reliable information through KPIs, they must meet a series of requirements. <\/span><b>They must be SMART<\/b><span style=\"font-weight: 400;\">, named after the acronym formed by the following words:<\/span><\/p>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Specific: <\/b><span style=\"font-weight: 400;\">In order to make better decisions, it is necessary to focus on the specific objective that we want to measure with each indicator and avoid defining general targets. This is perhaps the most complicated, but the more specific the KPI, the easier it will be to monitor.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Measurable: <\/b><span style=\"font-weight: 400;\">Ideally, your remote sales KPIs should be items to which you can assign a numerical value.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Attainable: <\/b><span style=\"font-weight: 400;\">setting a goal that will set new challenges for the company can be interesting, but for an indicator to show reliable information, we must take into account the reality of our business and the obstacles that may arise. Otherwise, it can generate frustration and may never be achieved.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Relevant: <\/b><span style=\"font-weight: 400;\">before setting our sales KPIs, we should consider whether they are related to the company&#8217;s strategy and whether we have the necessary resources to measure and improve them or whether we need to acquire new tools.<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><b>Timely: <\/b><span style=\"font-weight: 400;\">Ideally, we should set a time limit for increasing these parameters. With this, we will optimize our efforts and prevent our actions from taking longer than desired.<\/span><\/li>\n<\/ul>\n<h2><span style=\"font-weight: 400;\">4 examples of distance selling KPIs<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Now it&#8217;s time for you to find out what <\/span><b>we consider to be the most important KPIs for distance selling<\/b><span style=\"font-weight: 400;\">:<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Conversion rate<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">This is one of the main sales KPIs and shows us the <\/span><b>number of actions that have actually been completed on our website <\/b><span style=\"font-weight: 400;\">(purchase processes completed, forms filled in&#8230;).\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Thus, we should be concerned about making this rate high, as this will imply that our site offers <\/span><b>relevant information, that it is easy to navigate through it or that it offers sufficient means for the user to contact us<\/b><span style=\"font-weight: 400;\">. In short, it has a high web usability.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Acceptance rate<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">We must bear in mind that <\/span><b>not all completed actions imply a sale<\/b><span style=\"font-weight: 400;\">. Therefore, although it may seem similar to the previous one, this indicator shows the number of users who have completed a specific action: the sales process. If this rate is low, the reasons are usually the lack of simple and fast payment methods, or even that we need to <\/span><a href=\"https:\/\/fonvirtual.com\/en\/blog\/tools-to-improve-usability-website\/\"><span style=\"font-weight: 400;\">improve the usability of our website<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">New and returning customers<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">In any business, it is essential to <\/span><b>measure the number of customers who come to our company for the first time, as well as those who stay <\/b><span style=\"font-weight: 400;\">and continue to buy in the future. However, when it comes to distance selling, these can be good indicators of the degree of trust we offer consumers.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Thus, gestures such as <\/span><b>helping them during a complex process or following up on a possible problem <\/b><span style=\"font-weight: 400;\">that may arise, will not only improve their user experience, but will also ensure their loyalty and make them come back to us.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Level of customer satisfaction<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The last of the sales KPIs we want to highlight is the extent to <\/span><b>which we have managed to accomplish what the customer expected from our company<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Typically, this information is obtained through <\/span><b>surveys conducted after the interaction with the customer<\/b><span style=\"font-weight: 400;\">, and they are composed by a series of questions to which consumers are asked to answer with a number.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is the <\/span><b>simplest and most reliable way to check that the objectives are being met in the way we have set them<\/b><span style=\"font-weight: 400;\">, since, as mentioned above, an indicator needs to have a numerical value.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\" wp-image-22878 aligncenter\" src=\"https:\/\/fonvirtual.com\/en\/wp-content\/uploads\/2022\/08\/remote-sales-kpis-300x200.jpg\" alt=\"remote-sales-kpis\" width=\"412\" height=\"274\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">Tools to improve your remote sales KPIs<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">In Fonvirtual we offer you a wide variety of tools that you can include in your <\/span><a href=\"https:\/\/fonvirtual.com\/en\/\"><span style=\"font-weight: 400;\">solutions to improve your remote sales KPIs<\/span><\/a><span style=\"font-weight: 400;\">: <\/span><b>from web chat, to an instant messaging application such as WhatsApp API<\/b><span style=\"font-weight: 400;\">. However, today we want to highlight the following:<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Collection solutions<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">With the <\/span><a href=\"https:\/\/fonvirtual.com\/en\/cobrowsing\/\"><span style=\"font-weight: 400;\">cobrowsing tool<\/span><\/a><span style=\"font-weight: 400;\">, you can <\/span><b>guide your customers through your website to learn about the products and services you offer<\/b><span style=\"font-weight: 400;\">, as well as <\/span><b>accompany them while they perform certain actions<\/b><span style=\"font-weight: 400;\">. In this way, you will be able to offer users a comfortable website for their navigation, as well as increase your conversion and acceptance rates.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, <\/span><b>you will prevent a potential customer from not completing the purchase process because they don&#8217;t know how to do it<\/b><span style=\"font-weight: 400;\">. The user will be able to share their computer screen online while the agent guides them in real time via voice, chat or video. All this without the need to install anything, from anywhere in the world and in a completely secure way.<\/span><\/p>\n<h3><a href=\"https:\/\/fonvirtual.com\/en\/taking-card-payments-over-phone\/\"><span style=\"font-weight: 400;\">Credit card charging by telephone<\/span><\/a><\/h3>\n<p><span style=\"font-weight: 400;\">To <\/span><b>improve your acceptance rate and avoid customers abandoning the purchase process <\/b><span style=\"font-weight: 400;\">by, as mentioned above, not offering convenient and easy payment methods (for example), <\/span><b>giving them the option to pay with their credit card over the phone <\/b><span style=\"font-weight: 400;\">can be a good solution.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Customers may call your company to answer their questions and make their purchase decision. If they finally choose the product, directing them back to your website to complete the process <\/span><b>may be uncomfortable for them and lead to abandonment.\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">However, this can change if during the course of the call an Artificial Intelligence system <\/span><b>collects their data and charges them, transmitting this information directly to the bank in a totally secure way<\/b><span style=\"font-weight: 400;\">, as it is not stored and there is no human intervention.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Telemarketing software<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">With our <\/span><a href=\"https:\/\/fonvirtual.com\/en\/telemarketing-software\/\"><span style=\"font-weight: 400;\">mass calls software<\/span><\/a><span style=\"font-weight: 400;\"> you will be able to <\/span><b>acquire new customers and close remote sales quickly and easily<\/b><span style=\"font-weight: 400;\">. You will have the possibility to customize the different elements of the software according to the parameters you consider to make your campaign successful.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, our telemarketing software allows you to choose the right type of auto dialler for you based on customer data. The system will determine the best time to contact them and transfer only calls that have been answered to the agent to <\/span><b>increase the efficiency of the campaign and the likelihood of success<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">On the other hand, with this tool you will be able to <\/span><b>carry out satisfaction surveys automatically <\/b><span style=\"font-weight: 400;\">to find out about the customer experience and what you can improve in your service.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Finally, it is advisable to <\/span><b>complement this tool with other tools, such as a CRM<\/b><span style=\"font-weight: 400;\">. With this integration, you will be able to keep track of customers who have bought your products at some point in time to check that they are satisfied with them and thus ensure that they become repeat customers.<\/span><\/p>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">If you want us to help you improve your remote sales KPIs, <\/span><a href=\"https:\/\/fonvirtual.com\/en\/contact\/\"><span style=\"font-weight: 400;\">contact us<\/span><\/a><span style=\"font-weight: 400;\">. Our team will advise and accompany you at all times so that you can get the most out of every interaction with your customers.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sometimes we may have the feeling that things in our business are not going as planned. But, in reality, it is just that: a feeling. To check whether this is true or not, we need to look at a series of indicators that will tell us specifically what we are doing well and what may 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