Mastering remote sales: digital sales guidelines as performance drivers

The new reality: remote sales is becoming increasingly important in B2B

B2B sales have also changed fundamentally since the COVID pandemic - not least because customers expect it.

• According to McKinsey, over 70% of B2B buyers now prefer remote interactions to physical meetings.
• 65% of decision-makers in B2B even say that they are only open to a conversation after a digital touchpoint (source: Gartner, 2024).
• Companies that have fully digitalized their sales processes have been able to increase their turnover by up to 20 % (Forrester 2023).

Remote is no longer an emergency solution, but the new standard.

Why many companies fail in remote sales

The switch to remote sales is a huge change for many sales teams - and it shows in the figures:

• According to a Salesforce study (2024), only 28% of B2B sales employees feel well prepared in a remote context.
• 60% of sales managers say their teams don't know how to build sustainable relationships online (HubSpot State of Sales Report 2024)
• A lack of standards, fragmented tool landscapes and unclear responsibilities lead to frictional losses, inefficient processes and lost sales.

The classic sales process - with on-site customer appointments and handshakes - cannot be copied 1:1 into the digital world. New tools, tactics and communication channels are therefore required.

However, many sales teams are overwhelmed - usually because they lack the know-how and experience with remote sales. Expensive training courses and long training cycles are not only cost-intensive, but often also unsustainable - because what is learned quickly fizzles out in day-to-day business.

Digital sales guides enable remote success

What sales teams need now is practical, immediately available support in their day-to-day work - not at some point, but at the exact moment it is needed.

The answer: digital sales guidelines - directly in the tool, directly integrated into the workflow.

• Best practices available at all times - exactly where the sales team works - in the video call, in CRM, in social selling
• Tips & templates for remote conversations, relationship building, follow-up processes
• Standardized processes for lead qualification, demos, closing - can be used on the job
• Learning by doing instead of frontal teaching in the classroom
• Scalability without the need for training

Integrated sales guides create an environment in which even less experienced remote sellers feel safe, perform better and deliver results faster.

The figures speak for themselves: companies that use digital sales guides report up to 35% shorter ramp-up times, 15% higher conversion rates and significantly higher process reliability (source: TOPO Sales Benchmark Report).

Conclusion: Remote sales needs structure

Remote sales is here to stay. Those who now rely on standardized, digital sales guidelines instead of training marathons are laying the foundation for scalable, successful B2B sales in the digital age.

👉 What can this look like in practice? Take a look at how Linkando integrates digital sales guides into existing sales tools - for more efficiency, better results and a successful remote sales culture: www.linkando.com/playbooks