A virtual sales team needs to behave differently than a physical sales team. There are also a number of key skills said sales team needs to adopt, to fit their approach to the new sales model.
For example, virtual sales teams need to fit their behavior, sales presentations and meetings to the virtual context. They might also need to improve their skills in areas such as social selling and active listening. This alongside more future-oriented skills such as data literacy.
As a result, you should create your virtual sales team with sales representatives that have these skills – or want to learn them – and then train them synchronously and asynchronously. I.e. with live sessions and educators as well as via e-learning/microlearning that they can go through at their own pace.
When managing your virtual sales team, the desired behaviors should be encouraged and evaluated. Expectations should be clearly set and followed-up on, and the same goes for results and feedback on established metrics. Something that becomes especially important as the virtual sales team will probably interact less with each other, and their manager, than physical sales teams.
In addition, it is important to give the virtual sales team the right tools for the job, ensuring that they can meet and interact with prospective customers, manager and each other with ease and effectiveness. The isolation that can come from solely working in a virtual setting also needs to be adressed, and should be bridged with, for example, continuous team interactions and meetings. Preferably in video form.