Managing a Remote Sales Team. Everything You Need to Know.
Introduction:
I started selling SEO in 2012, and I have been exposed to all sorts of sales processes for over a decade.
In my best-selling book Smart Business Better You, I talk about when our office was shut down for over 2 weeks due to a major flood. In that chapter, I explained how the majority of the top performers in our team could not maintain their sales numbers because they had to work from home.
Most of them throve in an office environment because they needed structure, accountability and comradery. So when all three elements went missing, they were left with a bunch a calls to make and nothing to look forward to during the day.
Fortunately, after the flood problem was solved, we all went back to the office and the natural order of things was restored.
But that experience made me notice first-hand how remote roles require a completely different set of skills than in-person ones.
Hire based on mindset and coachability, not experience.
Building a successful remote sales team requires a different approach to hiring compared to traditional in-office teams. While experience is undoubtedly valuable, prioritizing mindset and coachability can be even more critical for remote sales teams. In this section, we will explore why hiring based on mindset and coachability is essential and provide some practical tips for identifying these qualities in potential candidates.
The importance of mindset and coachability
When managing a remote sales team, adaptability and the ability to learn and grow quickly become crucial factors for success. Unlike a physical office environment, remote sales teams rely heavily on self-motivation, discipline, and problem-solving skills. While experienced sales professionals may possess valuable industry knowledge, they may struggle to adapt to the unique challenges of remote work.
On the other hand, individuals with the right mindset and coachability can quickly adapt to the remote work environment, embrace new technologies, and learn effective remote sales strategies. They are open to feedback and constantly seek opportunities to improve their skills. By prioritizing mindset and coachability over experience, you can build a team that is agile, adaptable, and consistently motivated to achieve results.
Identifying mindset and coachability during the hiring process
To hire candidates with the right mindset and coachability, consider incorporating the following strategies into your hiring process:
1. Focus on behavioral interviews
Traditional interviews often rely heavily on candidates' resumes and past experiences. However, remote sales teams require individuals who can handle the unique challenges of working remotely effectively. Conduct behavioral interviews that assess a candidate's problem-solving abilities, adaptability, and communication skills. Ask open-ended questions that prompt candidates to share specific examples of how they have approached challenges in the past.
2. Assess learning agility
Learning agility is the ability to quickly acquire new knowledge and apply it in a practical manner. During the interview process, evaluate a candidate's learning agility by asking questions that gauge their willingness to learn and adapt. Inquire about instances where they had to quickly acquire new skills or adapt to changes in their previous roles. Their ability to effectively learn and apply new concepts will indicate their coachability.
3. Request references that speak to mindset and coachability
When contacting references, focus on inquiring about the candidate's mindset, coachability, and ability to thrive in remote work environments. Ask former employers or colleagues how the candidate approached challenges, handled feedback, and showed a willingness to learn and grow. These insights can provide valuable information to gauge the candidate's fit for your remote sales team.
Commit to running daily sales huddles.
In a remote sales team, effective communication and alignment are crucial for success. One powerful strategy to foster communication, collaboration, and accountability is through daily sales huddles. In this section, we will discuss the importance of daily sales huddles in managing a remote sales team and provide tips on making these huddles effective.
The benefits of daily sales huddles
Daily sales huddles offer several benefits for remote sales teams, including:
Alignment: Huddles allow the entire sales team to align their goals, priorities, and strategies. By starting each day with a huddle, team members can share updates, discuss challenges, and synchronize their efforts.
Motivation and accountability: Regular huddles create a sense of camaraderie and motivation within the team. They provide a platform for celebrating wins, acknowledging outstanding performance, and addressing any issues that may be hindering progress. Additionally, when team members know they will be reporting on their daily activities, it fosters a sense of accountability and encourages productivity.
Knowledge sharing: Huddles allow team members to share valuable insights, best practices, and success stories. This collective knowledge exchange helps team members learn from one another, discover new approaches, and stay updated on industry trends.
Tips for running effective daily sales huddles
To ensure your daily sales huddles are productive and engaging, consider the following tips:
Keep them short and focused: Remote teams often have limited attention spans, so aim to keep huddles concise and focused. Set a specific time limit, typically 15 to 30 minutes, and structure the agenda to cover the most critical topics.
Establish an agenda: Prepare an agenda in advance and share it with the team before the huddle. This allows participants to come prepared with updates and questions. The agenda should include key discussion points, individual progress updates, and any important announcements.
Encourage active participation: Create a culture of active participation by encouraging team members to share their insights, challenges, and ideas during the huddle. Ensure everyone has an opportunity to contribute and address any concerns or questions that arise.
Celebrate wins and acknowledge achievements: Take a moment during each huddle to celebrate team wins, recognize outstanding performance, and express gratitude. This positive reinforcement boosts team morale and fosters a supportive environment.
Address challenges and provide support: Use huddles as an opportunity to address any challenges or roadblocks faced by team members. Encourage open and honest communication, and provide the necessary support and resources to help individuals overcome obstacles.
Leverage technology: Utilize video conferencing tools or collaboration platforms that enable screen sharing, document sharing, and real-time updates. This technology facilitates effective communication and ensures all team members can actively participate, regardless of their physical location.
Celebrate your team members’ wins often.
In a remote sales team, it's important to create a positive and supportive work culture that recognizes and celebrates individual and team achievements. Celebrating wins not only boosts morale but also fosters a sense of accomplishment and motivation. In this section, we will explore the significance of celebrating team members' wins and provide tips on how to make it a regular practice in your remote sales team.
The importance of celebrating wins
Recognizing and celebrating wins within your remote sales team has numerous benefits:
Motivation: Celebrating wins reinforces a culture of achievement and motivates team members to continue striving for success. Recognizing their efforts and accomplishments boosts morale and encourages them to maintain high-performance levels.
Team cohesion: Celebrating wins brings the team together, creating a sense of unity and camaraderie. By acknowledging individual and collective achievements, you foster a collaborative environment where team members support and uplift each other.
Positive work culture: Regularly celebrating wins helps to cultivate a positive work culture within your remote sales team. It creates an atmosphere of appreciation, gratitude, and encouragement, which contributes to increased job satisfaction and overall team happiness.
Tips for celebrating wins effectively
To ensure you celebrate your team members' wins effectively, consider implementing the following practices:
Acknowledge both small and significant wins: Celebrations should not be reserved only for major milestones. Recognize both small and significant wins, such as meeting daily targets, closing deals, surpassing individual or team goals, or implementing successful sales strategies. By acknowledging a range of accomplishments, you foster a culture of continuous improvement and progress.
Publicly recognize achievements: Make the celebration public to ensure team members feel valued and appreciated. Use team communication channels, such as Slack or email, to share the news of the win with the entire team. Highlight the specific achievements, commend the team member(s) involved, and encourage others to congratulate and show support.
Personalize the recognition: Tailor your recognition to each team member. Some individuals may appreciate public recognition, while others may prefer a more private acknowledgment. Consider the preferences and personality of each team member when deciding how to celebrate their wins.
Provide tangible rewards: Consider providing tangible rewards to celebrate significant wins. This can include gift cards, personalized notes, or company-branded merchandise. These tangible rewards serve as additional tokens of appreciation and can motivate team members to continue performing at their best.
Encourage peer-to-peer recognition: Foster a culture of peer-to-peer recognition by encouraging team members to celebrate each other's wins. Establish channels or platforms where team members can publicly acknowledge and commend their colleagues' achievements. Peer recognition promotes a supportive work environment and strengthens team bonds.
Celebrate milestones collectively: Set milestones or goals that, when achieved, warrant a collective celebration. This can include team outings, virtual celebrations, or special team-building activities. Celebrating milestones as a team reinforces unity and encourages collaboration.
Create a (healthy) competitive environment.
Competition can be a powerful motivator within a remote sales team when fostered in a healthy and supportive manner. By creating a competitive environment, you can drive individual and team performance, promote growth, and increase productivity. In this section, we will explore the benefits of a healthy competitive environment and provide tips on how to establish and nurture it within your remote sales team.
The benefits of a healthy competitive environment
A healthy competitive environment offers several advantages for remote sales teams:
Increased motivation: Healthy competition ignites a sense of drive and determination among team members. The desire to excel and outperform their peers can significantly increase individual motivation, leading to enhanced performance and results.
Continuous improvement: Competition encourages team members to constantly seek ways to improve their skills and strategies. When individuals strive to outdo one another, it fosters a culture of continuous learning and growth.
Goal-oriented mindset: A competitive environment helps to instill a goal-oriented mindset within the team. By setting performance benchmarks and encouraging friendly competition, team members become more focused on achieving their targets and exceeding expectations.
Team cohesion: Although competition is individual, it can foster a stronger sense of unity within the team. When team members compete in a healthy manner, they often support and encourage each other, driving collective success.
Read this: The Benefits and Challenges of remote work
Tips for creating a healthy competitive environment
To create a healthy competitive environment within your remote sales team, consider implementing the following strategies:
Set clear goals and benchmarks: Clearly define individual and team goals to provide a framework for competition. Establish measurable metrics and benchmarks that team members can strive to achieve. Ensure these goals are challenging yet attainable to inspire healthy competition.
Provide regular feedback and performance updates: Regularly provide feedback and performance updates to team members. Transparently share individual and team progress, rankings, and areas for improvement. This information serves as a motivator and allows individuals to gauge their performance against their peers.
Recognize and reward top performers: Celebrate and reward the top performers within the team. Recognize their achievements publicly and provide incentives or rewards to reinforce their success. This recognition not only encourages healthy competition but also inspires others to excel.
Encourage collaboration and knowledge sharing: While competition is individual, foster a collaborative environment where team members can share insights, strategies, and best practices. Encourage collaboration and knowledge sharing sessions to help team members learn from one another's successes and improve collectively.
Promote growth opportunities: Provide opportunities for professional growth and development within the team. This can include training programs, mentorship initiatives, or opportunities for career advancement. By offering avenues for growth, you encourage team members to continuously develop their skills and compete at higher levels.
Maintain a supportive culture: Emphasize that competition is meant to be supportive rather than cutthroat. Encourage team members to root for each other's success and celebrate collective achievements. Foster an environment where healthy competition coexists with a spirit of camaraderie and mutual support.
Conclusion:
Managing a remote sales team requires a thoughtful approach to ensure success. By implementing the strategies discussed in this blog post, you can effectively manage your remote sales team and drive outstanding results. From hiring based on mindset and coachability to running daily sales huddles, celebrating wins often, and creating a healthy competitive environment, each aspect plays a crucial role in building a high-performing remote sales team.
When hiring, prioritize candidates with the right mindset and coachability, as they are more likely to adapt to the challenges of remote work. Conduct behavioral interviews, assess learning agility, and gather references that speak to these qualities. Once your team is assembled, commit to running daily sales huddles to foster communication, alignment, and motivation. Keep the huddles focused, encourage active participation, and address challenges and achievements.
Celebrate your team members' wins often to boost morale, promote teamwork, and cultivate a positive work culture. Acknowledge both small and significant wins, personalize the recognition, and encourage peer-to-peer celebrations. Lastly, create a healthy competitive environment that drives motivation, continuous improvement, and goal-oriented performance. Set clear goals, provide feedback, recognize top performers, encourage collaboration, promote growth opportunities, and maintain a supportive culture.
By incorporating these strategies, you can effectively manage your remote sales team, enhance productivity, and achieve remarkable results. Remember, managing a remote sales team requires adaptability, effective communication, and a focus on building a supportive and collaborative work culture. With the right approach, your remote sales team can thrive and excel in the ever-evolving business landscape