How to Build a Remote, International Sales Team

Today’s Managers are likely to have staff all around the world. For many people, this is a novel occurrence that necessitates training on how to manage a team that is not physically located in the same location. Organizations that have gone remote report productivity boosts of up to 33% and have discovered that their remote teams outperform in-house teams. Not only that, but remote teams can save you money by eliminating the need for office space and other expenses associated with an in-house team. Let’s look at how to create a great remote sales team.

Although this is new to many functions and organizations, sales managers have been doing it for a long time. They frequently manage people they never see. This blog is about what it takes to create and maintain successful virtual sales teams. There are certain difficulties in managing a virtual team. Connecting with and trusting each individual might be difficult.

When team members are not in the same area as you, it may be necessary to make an effort to create opportunities for everyone to get to know each other and to create scenarios in which trust can grow. It is also critical to assist team members in feeling connected to the team and the larger business. Technology provides several tools and approaches to assist virtual teams in staying connected and building trust.

‘‘Trust takes time to build but can be dismantled in an instant. It is the most precious commodity in human relations.’’
-Jerry Acuff – Sales Expert, Author & Coach

So, where do we begin? The process of assembling a successful team begins with the selection of the right people. If a manager lacks good communication skills, yet her team members work just down the hall, the team members will most likely figure out what needs to be done. They can come to gain clarity, address issues, and settle disagreements. Managers in this situation are usually aware when someone is having difficulty. However, if employees operate remotely, the management is unable to monitor their activities regularly. They aren’t nearby to assist with problem resolution. Because of different time zones and the use of email correspondence, it can be more difficult to obtain an explanation.

Creating the Team

The first step in running a successful virtual team is to hire and select the right people. It is highly typical to hire salesmen who are goal-oriented, people-focused, good influencers, and team players. When working electronically, it is also crucial to search for self-starters, strong problem solvers, people who will seek help when needed, and those who are open to feedback. They should be self-sufficient, technologically savvy, and willing to try new things. Ideal individuals are also strong communicators.

Set the Standard and Communicate 

As a Sales Head, the more specific you are about your expectations, the more likely you will locate salespeople who are a good fit for your firm. This is true for many vocations, but it is especially important when assembling a sales team. Provide prospective employees with a thorough understanding of your company’s operations, remuneration, quotas, and culture. Look for applicants who share your company’s values and avoid candidates who disagree. The more time you spend upfront outlining those expectations, the more likely it is that you will attract a team that gets the job done. 38% of managers who establish expectations report that their staff is more engaged at work.

Build Trust & Set the pace for the working process

Establishing trust and creating connections among team members is a crucial element of building a sales team. It takes time and effort to establish this. You, as the sales team leader or manager, set the tone for cultivating these relationships and for establishing trust. Your actions set the tone and serve as an example for the team. Make an effort to interact with each individual during face-to-face encounters regularly. Make a plan for team meetings and phone conversations with individual reps. Email can also be used to communicate about less urgent situations or topics.

A few tips that a sales manager can follow to build a cohesive team would be to

• Be Available: Access to managers is a major problem for the sales team. Make an effort to be available when they require it. If you are unavailable, let them know when you will be, or provide them with another way to reach you.
• Showcase people’s worth: Demonstrate that each individual is significant to you and that you value him or her. Never disparage another team member.
• Make a plan and stick to it: Good follow-through aids in the development of trust, efficiency, and the setting of expectations.
• Collaborate: Assist members in sharing their ideas. Find reasons for the team to work together. Collaboration facilitates getting to know one another and increases commitment to the team.
• Join the broader community: Assist each representative in connecting with the bigger organization. Because they are in a particular part of the world, their perspective of the entire organization is sometimes limited. The manager is crucial in providing a broader perspective.
• Appoint a mentor: Mentors assist team members in developing a sense of belonging to the organization.
• Improve your conflict resolution abilities: Create an environment in which individuals feel safe asking questions, speaking up, and requesting what they require.
• Take a break for chit-chat: Take a few minutes before the start of your team meetings for some “coffee discussion.” This can be an informal chat about any non-work-related issue that the team finds interesting. It’s a fantastic method for the team to get to know one another better.
• Actively listen: Above all, be an attentive listener. Listen with all of your senses to hear and comprehend what they are saying.

Provide the right Tools – Encourage transparency

One of the main ways to build trust is also to encourage transparency of processes. This is where technology plays a very important role in enabling the effective working of the Sales Team. Virtual teams are made possible by technology. Don’t be afraid to use tools and technologies that will make your job easier. Not every tool will be suitable for your sales team. Consider trial periods or delegate the chore of investigating all choices to see which best meets your demands. Provide training for your personnel on the tools you choose to ensure that everyone uses them consistently and to their maximum potential. Tools such as sales CRM, collaboration tools, and so on will benefit your virtual sales force.

To be successful at managing people virtually, you must do the same things you do when managing people in the same office—you just have to do them better. You must be an effective communicator, listener, and manager. Because you can’t observe what individuals are doing or how they are feeling daily, you must rely on other techniques to gather this information and create a relationship. The right manpower, tools, and technology adoption are going to be major differentiators here. 

Hence the onus is on the companies to anticipate and adapt.