To set up and empower a virtual sales team can seem like a difficult task. Luckily, there are a number of practices to do this successfully.
Peak Sales Recruiting, for example, point to a number of steps and considerations that can make this process easier. A select number of which that we’ve gathered and discussed below:
Infrastructure that empowers the virtual sales team
For a virtual team to succeed, they need the proper setup. The proper physical, and digital, infrastructure. This may mean basic hardware to be able to work from home, in the form of computers and meeting equipment, comfortable chairs etc. It may also mean that the proper digital tools need to be chosen and implemented, to allow them to be able to make professional sales calls and stay connected with the team.
It’s worth noting that this forms a basis that not only allows the virtual sales team to do their work well, but also goes a long way to show that your organization cares about them and want them to be able to work comfortably. Something that can increase retention and set a solid foundation for engagement.
Set a schedule for procedures, team meetings
These are simple procedures that just need to be planned and executed. For example, this can be daily, brief check-ins that keep the team connected. Meetings that can play a large part in aligning efforts and strengthening the culture. Here, it will be beneficial to look at – and choose – appropriate digital communication tools to make continuous team meetings possible.
It is also important to focus on, and encourage, information sharing, especially when employees aren’t physically in the same room. Something that should be considered and acted on, when setting procedures for team interactions and meeting
Building trust, engagement in virtual sales team
Managers tend to worry about their employees’ productivity, when they’re working remotely. A worry that may feel natural, as managers cannot drop by their desks for a chit-chat, but in reality many employees are actually working more when working remotely. This to lessen their manager’s concerns, and create a certain perception among co-workers. With this, it may be a good idea to have conversations with individuals in the virtual sales team, so as to build trust both ways and help create a good work/life balance.
It’s not only important to build trust, though, and engagement is another aspect that needs to be adressed. An immensly important task when employees are working remotely, and might feel isolated working away from their team members. Here, video calls and virtual conferences can go a long way to imitate the experience of a physical room, and building a connection between team members.
Set, communicate expectations clearly
To establish expectatations and follow-up on results is extremely important when the team works remotely. This should be done very clearly and as soon as possible, and as sales leader you should ensure that questions that arise are answered. Furthermore, it can be important to remember that if the team moves remotely rather suddenly, there may be a transition period during which team members are finding their way and adjusting to their new normal. Where expectations should match team members unique situations and be considerate of the challenges they may have to manage.
Want to know more about growing and closing sales in a digital and remote world? Check out our Remote Sales Hub or contact us to talk to a Remote Sales Expert.