It is becoming more and more common for companies to have a remote sales team. With the high cost of real estate and cheaper internet connections and technology to make working remotely easier, it makes sense for some businesses. But managing a remote sales team can be tricky. You have to deal with all of the challenges of managing a sales team, but you aren’t in the exact location as them. So, how do you manage a remote sales team? What is your process?
Below are eight steps to help you manage your remote sales team more effectively.
Determine Your Process
Once your remote sales team is up and running, you need to decide what process you will put in place. For example, will you have a manager for each person, or will you have one person manage the entire team? What do you want each sales team member to do each day? How much time will they spend on “sales” tasks, and how much time will they spend on “administrative” tasks? Will they report to one person, or will they report to a group of managers? These things need to be determined before you even hire anyone on your remote sales team.
Communication is Key
Communication is an essential part of any team. Your team members need to communicate easily with each other to get their work done. You should have a way to make sure that your team can reach you quickly if they have a question or issue they need help with. You should also check in with your team regularly. This can be as simple as asking them how their day is going or sending them a quick email.
Hire the Right People
Once you have created your process, it is time to put it in place. You want to hire people who will be an excellent fit for your process. It should be pretty easy to do since you have already created your process and know its look.
Set Goals for Your Team
You need to set goals for your team. If you aren’t doing this, you aren’t managing them effectively. Goals are essential, so each person knows their daily expectations. They should also be able to see the big picture of where they are headed and how they need to act to get there. Goals should be set for each person individually, but they should also be set for the team
Assign Projects to Your Team
Managing a remote sales team, you need to make sure each person has enough to do. The correct amount of work for each person is different, so you need to set goals for each person. But, it would be best if you also made sure that no one is overwhelmed with work and that there isn’t an idle person on the team. This is where assigning projects come into play. If someone is overloaded with work, you should assign more work to others on the team. If someone isn’t doing much, you should find something for them to do.
Create a Company Culture
Many people enjoy working remotely because they have the freedom to be at home while they work. However, if you want to keep them happy, you need to create a workplace culture online. For example, it would help if you had an online chatroom where your team can go when they need to get work done. It should be a place where people can discuss their work, ask questions and share funny pictures. You should also hold company meetings online to talk about the company’s goals and objectives.
Incorporate Remote Work into Your Business Plan
When your business plan is created, you should consider how remote work will fit into it. This means that you need a plan for managing your remote workers and how they will be compensated. For example, remote employees are typically expected to work longer hours with fewer breaks than traditional employees. Therefore, it would be best to consider what benefits remote workers will receive.
When you are managing a remote sales team, you aren’t going to be able to do all of the tasks yourself. You will have to delegate tasks to your team. This will be difficult for a lot of people since you may have been doing most of the work yourself before hiring a remote sales team. But, you have to remember that you aren’t going to be able to do all of the administrative tasks and do some of the sales calls and actual selling yourself. You are going to have to delegate.
Technology is Great
Technology makes it possible for you to manage your remote workforce from a distance. For example, you can use video conferencing and instant messaging to communicate with your team. You should also have a backup plan if something happens with your technology. Be sure to have another way for your team to reach you if something goes wrong.
With these tips, you should be able to manage your remote workforce effectively. In addition, you should now have a better understanding of how to get the most out of your remote workers. If you are looking for help managing your workforce, consider hiring a professional staffing company.
Measure Your Team’s Performance
You need to measure the performance of your team. How can you do this without being in the exact location as them? It isn’t easy, but it is possible. The best way to measure the performance of a remote sales team is through metrics. Some metrics
you may want to use it to measure your team’s performance, including Calls made per day, week, or month.
The number of calls made by your team can be a useful measure of performance. This is more applicable to inside sales than outside sales. In addition, if you want to measure the performance of your outside sales team, you need to track this metric on a weekly or monthly basis. If you are using a SaaS application, it can keep track of your calls. If you are using a non-SaaS option like Salesforce, it might require a bit more work to get this information.
Sales Qualified Lead (SQL) Conversion Rate
This is the ratio of SQLs to sales calls. An excellent way to think about this is to determine the percentage of sales calls as SQLs. This can be a good way to measure your inside sales team’s performance.
SQLs per Sales Development Rep (SDR)
This is the number of SQLs that your SDR team produces. This can be a good way to measure the effectiveness of your SDR team.
The number of SQLs that your SDR team produces is a good way to measure the effectiveness of your SDR team.
Opportunities Created per Month
This is a very broad metric and can be used in various ways. A single opportunity can represent a single deal or represent multiple deals. It all depends upon what you are trying
to measure. For example, if you are trying to measure sales productivity for inside sales, you can use this metric to determine the number of opportunities your inside sales team creates per month. If you are trying to measure how effective your SDR team is at closing deals, you can use this metric to determine the number of opportunities they are responsible for creating.
The number of opportunities created by your SDR team is a good way to measure the effectiveness of your SDR team.
Sales Revenue per Sales Rep Per Month
This is a good way to determine the productivity of your sales rep.
Make sure that you do not rely upon a single metric to determine the effectiveness of your remote sales team. Instead, there are numerous metrics that you can use to measure your team’s performance. You need to decide which ones are the most important to measure.
It would be best if you talked to your remote sales team members. While you may not be in the exact location, you can still talk to them. First, you should try to find out how they are doing and what is going on in their lives. Then, if you aren’t doing so already, you should set up a weekly call with all of your remote salespeople. This will help you stay connected with them and get a better idea of how they perform and the challenges they face while working from home.
Measure the Performance of Your Inside Sales Team
It can be challenging to measure the performance of an inside sales team. If you are using a SaaS application, then it can keep track of the calls that your inside sales team makes. If you aren’t using a SaaS application, you will need to develop your way of tracking the performance. For example, you may want to set up a weekly or monthly meeting to discuss the results of the metrics that you are measuring.
If you are using a SaaS application, then you can use its reporting features to measure the performance of your inside sales team. If you aren’t using a SaaS application, you may need to develop your metrics to measure their performance. For example, the number of calls made by your inside sales team is an important metric to track. If they are making many calls and not getting any appointments, you will have to make some adjustments to ensure that they get more appointments.
You may also want to measure the average amount of time for your inside sales team to get an appointment with a prospect. If it takes too long, you may need to hire more people or improve how your inside sales team is making calls.
Many companies that use inside sales also have an outside sales team. If you have both inside and outside sales teams, you will want to track their results separately. For example, you may want to compare the performance of your inside and outside sales teams each month or quarter to determine whether changes need to be made.
If you have a remote sales team and want to increase productivity, keep these tips in mind. Whether you have a remote sales team of one or fifty people, it helps to find that middle ground between letting the employee go rogue and micromanaging their every move. Instead, let them do their job and hold them accountable for the results. That being said, learn what works best for your circumstances and adapt to become a better manager.