How to Manage and Motivate a Sales Force Remotely

Jitender Lakhani (JL)
September 4, 2021
Category: Uncategorized

Even before COVID, there was a strong inclination towards remote working within the B2B sales industry. According to Global Workplace Analytics, the remote working population has expanded 11 percent faster than the rest of the workforce during the last decade and a half. This also extends to sales organizations and teams, with inside sales teams accounting for over half of all salespeople in the United States.

So it appears that COVID-19 only hastened the inevitable by forcing many organizations to establish emergency work-from-home protocols. Despite this, many sales leaders were unprepared for the prospect of working with a remote sales staff.

There are numerous advantages and disadvantages to remote working, but because it is the necessity of the hour, we must pay attention to it. Employee engagement is one of the most crucial components of remote working, especially for teams who are new to it.

A Gallup study found that teams with the highest levels of employee engagement were 21 percent more lucrative than those with the lowest levels. Salespeople that are engaged stay longer and are more productive, which reduces hiring expenses while improving activity, pipeline, and revenue.

This collection of tips is intended to assist sales managers in staying on track. Some of these pointers may seem self-evident to remote teams, but there’s something here for everyone.

1. Ask your team for feedback on how they're feeling on a frequent basis:

With calls to make and quotas to meet, your sales staff is already under pressure. However, emotions are running high right now, and some people may find it difficult to adjust. Use team surveys to find out how they’re feeling, or schedule time in your 1:1s to do so. Because many team members will be hesitant to speak up, simply leaving your virtual door open isn’t enough. Giving people a regular place to chat is crucial for receiving feedback.

2. Video Meetings:

This one may appear self-evident. In the COVID age, it has become the most popular means for teams to communicate, with Zoom being a verb as well as a product. However, video conferencing is one of the greatest and most convenient ways for distant teams to stay in touch.

Many firms that have lately converted to remote work have discovered that it has the unintended benefit of breaking down emotional barriers and providing colleagues and clients with a glimpse into each other’s personal lives. Zoom meetings with a cat strolling over the keyboard or a toddler in the room have resulted in amusing moments that have brought coworkers closer together.

Pro tip: get a cat if you want your coworkers to absolutely love you!

3. Create opportunities for knowledge sharing :

Your remote sales crew is there in the thick of things. Every single one of your sales reps has something to say and a story to tell. Set up short knowledge sharing sessions led by each member of your team in turn. These sessions should last no more than 5-10 minutes, but they are an excellent method to get everyone together and share individual knowledge. Alternatively, you might encourage each team member to do some research on a sales-related issue and prepare a 10-minute presentation for the entire team to learn from.

4. Provide training opportunities:

To stay sharp and on top of the latest industry trends, professionals must continue to learn. Consider offering to pay for Udemy, online classes, or other professional sales training to help your employees become a better salesperson if it’s within your budget. If you want to sweeten the deal, offer to pay for one course of their choosing from any category if they complete one sales-related course. Alternatively, each team member could share with the rest of the group the highlights of their course. Don’t be afraid to be inventive when it comes to your training options.