Managing a remote sales team

Managing a remote sales team

With social distance being a huge priority for everyone right now, many businesses are encouraging their staff to work from home. Adjusting to the new normal may take some time. Part of the new normal may be managing a remote sales team. This may be the first time that your staff are working remotely, and it can be a tough transition for some organisations.

Managing remote sales teams creates unique challenges, but they can all be overcome using a mix of cloud-based technology and management skills.

Here are some ways to lead your remote sales team to close more deals.

Realistic expectations

Establish clear expectations for your remote sales reps from the very outset. As a sales manager, you need to set clear priorities for your employees and look at ways to increase their work performance. Focus on sales objectives, online processes for lead management and time management.

Sales managers need to be able to jump on video calls with their team to go through expectations and performance.


It is so important to communicate clearly with your remote team, especially as you no longer see them every day. Maintaining visibility, ensuring KPIs are understood and what actions are required by each team member. Scheduling a daily or regular catch up with each team member is a great way to maintain communications. With so much technology available from video calls to emails or messages, there are so many options to stay in touch.

Teamwork & Team Meetings

You may have reps that work together on sales, or they may work as individuals. Promote positive team interactions by holding weekly meetings for staff. Virtual sales meetings keep the team united and working together, and it ensures everyone is up to date on each other’s pipeline.


Good processes provide structure and direction for getting work done. Use powerful project management, CRM and templates to keep your sales team on track. Ensure your team can access templates for cold emailing, proposals and presentations by using cloud-based technology.

We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.

If you are considering outsourcing your appointment setting, contact us by email or phone (+353) 00353 87 3932630. Follow us on LinkedIn for all of our latest updates.