Five Tips for Managing Remote Sales Teams
Each week, I bring you battle tests, sales plays, and learning lessons from my experience as a Founder, VP of Sales, and my current role as the VP of Sales at Leadium where we help world-class B2B sales teams drive revenue through our done-for your top-of-funnel services.
Managing remote sales teams has always been a challenge. Today, however, more people than ever—about 13%—work remotely. Luckily, team leaders also have better technology to help coach sales professionals and more experience as it has become more common.
I recommend following these five best practices to make your remote sales team more effective.
Consider some of these stand-out options:
- Slack ( my preference)
- Google Chat
- Microsoft Teams
Each application has unique advantages and disadvantages, so I encourage you to try them before committing to one.
Consider leveraging platforms like:
- Mindtickle
- Wingman
- Chorus
- Gong
Remember, coaching sales teams require more than just excellent software. Your approach to coaching your team should be unique based on each person. There is no “one size fits all” coaching method. Remember that what counts as realistic varies depending on your industry, products, services, and economic trends. In some situations, expecting your remote team to grow sales by 10% within the year may make sense. In others, you might want to set a lower rate. Additionally, try to break down goals into smaller, more achievable milestones. This way, you can keep your remote sales team focused and motivated. While this is a contentious position in the sales world, it is more effective to encourage collaboration and teamwork that converts more leads. If you currently give bonuses to individuals, consider shifting toward a more collaborative framework that rewards everyone for meeting goals. Individual team members might not initially like the change, but it will ultimately make your business more successful
Set up official meetings with the team—and individuals when needed—to check in and give them feedback. A virtual meeting once per week will probably do the trick. You can also send frequent feedback and support to keep your team on the right path. A short message like, "You did a great job on that client meeting this morning!" could improve morale.
Similarly, offer advice to teach sales members to work more effectively. For example, you might send an email saying, "I loved how you handled client questions this morning! Good job! The sign-off felt a little awkward, though. Let's schedule a time to improve that skill."
Final Thoughts
Coaching sales teams is complex, and doing it remotely brings additional challenges, so stick with things that would work in the office, use technology, and make coaching a priority. You’ll be doing better than most. Also, remember you’ll make mistakes all HUMANS do, so take it easy on yourself.
Peace Out
See you again next week!
-Collin Mitchell
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