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5 Tips To Successfully Manage Your Sales Remote Team

Reading Time: 5 min read

Last updated on July 20, 2023

It’s 2023, and companies worldwide have realized the incredible benefits of having a remote team.

Remote work has come to stay and it shows no signs of slowing down.

More and more companies are adopting remote teams as their preferred method of conducting business, including sales.

And even though the majority of sales teams are still working in the office, new HubSpot data suggests that 33% of sales teams work remotely.

Advanced technologies and changing employee expectations have made remote work a prominent part of modern work culture.

In the case of B2B sales, managing a remote team comes with unique challenges and opportunities.

As we explore the management of remote sales teams, it becomes clear that embracing this new reality is necessary and offers many chances for growth and success.

Whether you’re considering a transition to remote sales or looking for ways to improve your existing remote team, let’s explore practical strategies to help you navigate this new way of working and empower your team to achieve their quotas.

5 Tips To Manage Your Remote Team For Sales Success

Tip #1 Stay Up-to-Date With Your Team

It’s important to stay up-to-date with your team members’ tasks and the overall team workflow.

Here’s how you can achieve that:

Communicate At All Times

Schedule a brief video call at the start of each member’s shift or conduct an online team meeting (in case you have a larger sales team).

Both you and your team need to have a clear understanding of how the day/week ahead will look like, the tasks that need to be completed, and important deadlines.

Choose The Right Meeting Style

Depending on the size of your sales team, you can opt for individual video calls or a group meeting format.

Individual video calls provide a more personalized touch, while group meetings can be effective for larger teams.

Keep in Mind: Regardless of which meeting style you choose to take, be sure to make the meetings short and straight to the point.

This will allow the team to remain focused and prevent them from getting sidetracked, as studies have shown that longer meetings generally result in diminishing productivity.

Tip #2 Use Online Tools

There are many online tools available that serve multiple purposes for your business needs.

You have popular tools like Zoom and Slack and other AI-powered tools like Nooks.

Nooks is highly effective in supporting collaborative cold-calling sessions. Team members can observe and provide real-time guidance to a rep making live calls.

To be honest, in today’s digital age, there’s a tool for every problem you might be facing, including managing a remote team.

A good tech stack can make your remote teams’ lives easier, therefore, removing stress for you.

Here are a couple more tools we suggest you try out:

SalesInfinity | This tool helps you increase the number of real-time conversations with prospects.
Otter | This tool helps you write down live notes for every one of your meetings.

Tip #3 Sales Teams Love Incentives, So Have Contests

If you know sales and how salespeople function, you know that we love winning.

That is one of the main reasons why many people choose sales as a career.

If your organization has implemented some incentives or contests while the team worked at the office, it is important to make sure you continue to do so while working remotely as well.

Sales Contest Ideas For Remote Teams

Power Hours

The employees who set a meeting doing cold calls at a specific hour get a gift card, for example.

And btw, if you need help getting your team to cold call effectively, you can learn how to make cold calling work for your sales team here.

The First One To Get a No

This is an old-school game. When the team is being reluctant to cold call, start a contest where the first one to get rejected wins. This is a fun way to have the team on the phones dialing fast.

The Biggest Sourced Deal Of The Quota

As the name suggests, this can be a gift card or a bonus for the rep who sourced the biggest closed-won deal of the quarter. That way SDRs are going to be more mindful of approaching big opportunities.

Tip #4 Find Alternate Solutions To Sustain Your Organization’s Culture

Maintaining a strong team culture becomes a real challenge when everyone is working from home.

But with a few creative approaches, culture can still be nurtured in a virtual environment. Here’s how:

Friday Funday

Here at FiveRings Marketing, we meet every other Thursday with a fun group activity so we can get to know each other better.

This might seem like a waste of time for some people, but the results that this has in overall retention and employee productivity have proven to be effective.

Virtual Team Halls

Create opportunities for your team members to connect and talk about anything else that’s not work-related.

Through virtual company halls, employees can engage in casual conversations, share stories, and bond on a personal level.

You can create a group or Slack channel to share fun trips and adventures from your remote team, another group to share the best sales memes, and another group to share health and wellness tips and tricks.

Culture can be run remotely, don’t let anyone tell you otherwise.

Tip #5 Set KPIs To Avoid Micromanaging

Salespeople hate being micromanaged.

The good news is, you don’t need to.

When you set daily or weekly KPIs, you can track your remote team’s activities and make sure they’re always on top of them.

Set specific and measurable daily or weekly KPIs that align with your sales objectives.

For example, if the minimum number of dials per day is 50, communicate this expectation clearly to your team.

Just set clear expectations and goals through KPIs. That is how you will empower your remote team to take ownership of their work.

Trust that they know what needs to be done and give them the freedom to execute their tasks autonomously.

We have a list of the most important SaaS Sales Metrics to help you track progress and measure against your sales outreach efforts.

Running A Successful Remote Sales Team

Remote work has become an important part of the way we do business in 2023.

You can successfully manage your B2B sales remote team by:

incorporating effective and open communication
utilizing online tools
implementing incentives and contests
nurturing team culture
setting clear KPIs

In this era of remote work, a team’s success lies in adaptability, flexibility, and resilience.

Embrace the incredible power of remote sales teams, practice the strategies outlined here, and empower your team to achieve remarkable results.

Need help?

Get in touch with us to explore how we can empower your remote sales team and drive exceptional results for your SaaS company.

We specialize in helping B2B tech companies build repeatable, scalable, and predictable sales and marketing strategies.

Book a meeting with us today.

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5 Tips To Successfully Manage Your Sales Remote Team

Table of Contents

5 Tips To Manage Your Remote Team For Sales Success

Tip #1 Stay Up-to-Date With Your Team

Communicate At All Times

Choose The Right Meeting Style

Tip #2 Use Online Tools

Tip #3 Sales Teams Love Incentives, So Have Contests

Sales Contest Ideas For Remote Teams

Tip #4 Find Alternate Solutions To Sustain Your Organization’s Culture

Tip #5 Set KPIs To Avoid Micromanaging

Running A Successful Remote Sales Team

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