How to Build a Strong Remote Sales Team

It has been proven over time that the future of sales is indeed hybrid. This hybrid approach enables remote sales teams to leverage technology and data to enhance their skills and build stronger relationships with customers.

Several surveys carried out recently revealed that customers prefer virtual over physical sales discussions. With over 95 percent of business-to-business buyers saying they prefer virtual sales pitches, having a capable remote sales team can lead to more sales.

But how can you build a capable remote sales team? That’s where we step in. In this article, we will explore the major ways you can build a capable remote sales team. Also we will discuss the key strategies to help you manage your remote sales team effectively.

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Why you should hire remote sales representatives

Since the pandemic in 2019, businesses have faced the challenges of low sales. Businesses, navigating the uncertainties, intensified their embrace of remote work and digitalization. They adopted platforms and tools for lead generations, and virtual sales meetings. Remote selling eliminates the need for travel, saving time for both teams and clients.

Additionally, leveraging communication tools simplifies product/service presentations. Moreover, transitioning to remote sales reduces office rental and other non-sales-related expenses, enhancing overall efficiency.

For startups and SMEs, entering international markets traditionally entailed bureaucratic hurdles and significant initial expenses. By assembling remote sales teams, companies can overcome this challenge. This approach enables the hiring of international talent acquainted with local markets, while also leveraging cost-savings associated with hiring remote workers in different currencies.

How to Build a Remote Sales Team

1. Hire experienced sales professionals

To build a capable remote sales team, then you need to go for experiences professionals. People who have worked as sale representative in the past for at least one year.

Go for goal getters, people who are problems solvers and always think outside the box. Hire people who understands the position of sales rep and the responsibilities that comes with it. People who have a track record of delivering and are consistent in what they do.

When you hire experienced professionals, it lessens your work load during the onboarding process since they already have the needed sales skills. However, ensure to have the onboarding checklist in place and equally equip them with the right tools for success.

Nevertheless, if you’re a starter and you cannot afford to hire experienced professionals, you can hire inexperienced sales persons. But their success will depend on the manager who is expected to train them on the role. This takes a lot of time and energy but can be rewarding if they are willing to put in the required work.

2. Define your key requirements for a remote sales team

Before hiring your remote sales team, you need to specify the job requirements.

According to Jim Keenan, a sales expert and consultant “Companies should involve the people in the role when creating hiring criteria. They have firsthand knowledge of the skills needed for success. Hiring managers must assess the necessary skills and capabilities for the job to excel at it, and then prioritize hiring based on those qualities.”

Therefore, if you have a sales rep and you want to hire more people to form a team, the sales rep should be able to give you the requirements to look out for during recruitment.

Finally, since it will be a remote position, the requirements should include having a previous remote work experience even if it is less than one year.

3. Hire proactively

A good sales rep keeps record of profit and loss of the business at every particular time. The knowledge of this helps the him to make forecast on the expected quarterly or annual revenue of the business.

This knowledge also helps him to know how much workload to expect and if the business is to employ more hands. If yes then start the hiring process on time so as to build a capable sales team.

Hiring when the workload is too much will make you to hire the wrong people which can mess up your team. At the end of the day, they may deliver nothing.

Key strategies to help you effectively manage your remote sales team

1. Clear Communication

Regularly schedule virtual meetings and use video conferencing tools to encourage face-to-face interaction. For instance, you can hold daily or weekly virtual huddles to discuss goals, progress, and challenges.

2. Set Goals and Expectations

Establish clear sales targets, roles, and responsibilities to avoid confusion. You can define specific sales quotas, territories, and product focus areas for each team member.

3. Virtual Training and Onboarding

Provide remote training sessions, webinars, and online resources to ensure team members have the necessary skills and knowledge. Once in a while you can create video tutorials or interactive modules to teach sales techniques, product information, and company policies.

4. Collaboration Tools

Utilize technology to facilitate teamwork, such as CRM software, sales automation platforms, and communication apps. Start by implementing a shared CRM system to track leads, customer interactions, and sales performance.

5. Performance Monitoring and Feedback

Regularly review sales performance, provide constructive feedback, and offer coaching to improve skills. Use data analytics to track sales metrics, conduct regular performance reviews, and offer targeted coaching sessions.

6. Build a Strong Virtual Culture

Foster a sense of community and inclusivity among team members, despite physical distances. Celebrate sales achievements, recognize team milestones, and host virtual social events. Doing this will motivate your sales team.

7. Emphasize Time Management and Organization

Encourage team members to prioritize tasks, manage their time effectively, and maintain a structured work schedule. Provide time management training, set clear deadlines, and encourage the use of productivity tools.

8. Conduct Regular Check-Ins

Hold one-on-one virtual meetings to discuss progress, challenges, and concerns. Schedule bi-weekly or monthly check-ins to address individual issues, offer support, and provide guidance.

9. Leverage Technology for Sales Enablement

Utilize sales enablement tools, such as content management systems, sales intelligence platforms, and sales analytics software.

10. Lead by Example

Demonstrate leadership, accountability, and a customer-centric mindset to inspire your remote sales team. For example, you can share customer success stories, recognize team achievements, and lead sales calls or demos to showcase best practices.

Conclusion

Building a remote sales team can be a game-changer for businesses seeking flexibility and efficiency. By harnessing the power of technology and communication tools, companies can now expand their reach beyond geographical limitations.

Remote sales teams offer opportunities for cost savings, increased productivity, and a diverse talent pool. Embracing this trend requires careful planning, effective communication, and fostering a culture of trust.

Although there may be challenges along the way, the benefits of building a remote sales team are worth the effort. So, if you’re ready to take your sales strategy to new heights, it’s time to consider building a remote sales team for your business.

How to Build a Strong Remote Sales Team

Why you should hire remote sales representatives