Tips to Motivate Your Remote Sales Team

Sophia Belnap

Managing remote workers isn't a new concept or challenge. However, what can be challenging is motivating your remote workers to help ensure they maintain high levels of success and productivity.

This is true for all remote teams, including remote sales teams. While this poses a challenge to some modern businesses, it's not impossible. Keep reading for some tips to help ensure your remote sales team remains motivated and productive.  

Know Your Remote Sales Team

Some managers believe that if they have a remote sales team, they should focus on results, which means their sales. However, employee success is more complex than that.

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After all, even though your team is working remotely, they are still human, and regardless of the size of your sales team, you need to get to know them. These people will have a unique mix of weaknesses and strengths. Knowing what these are will help you understand why some are successful, and some may struggle.

Even though sales quotas are important, they are only one part of a bigger puzzle. Your most committed sales team members will understand what their customers need. They will also understand the unique value the company they work for offers and be able to communicate this value proposition effectively. Even more importantly, they know the competition and how their company stands out and provides a better solution than others.

With this information, it's clear that you must coach and motivate your remote sales teams. If certain sales reps are not meeting their goals, it's important to determine why they fell short. Keeping an open line of communication and building a culture of trust and transparency will help you achieve that.

Set Up a Structure

Another step in making sure your remote sales team remains motivated is setting up a solid communication structure. When you stay connected to your sales team, management and the sales reps themselves will benefit.

Managers need to schedule one-on-one meetings each week with their team members to provide insight into the employee's progress and goals. These meetings also give sales reps facetime to receive assessments and performance feedback with their manager. During these meetings, it is also possible to discuss obstacles and celebrate victories.

Based on the structure of your sales organization, setting up ongoing morning briefs may help provide another touchpoint and provide a viable way to bring your team together virtually every day. Another option is an all-hands sales meeting that is conducted virtually, which offers an effective way to talk about updates and progress. You can also use this time to talk about victories, give out kudos, and even shoutouts. It's these types of celebratory things that will help ensure your team stays motivated.

Build Relationships Based on Trust

Chances are, you value your remote sales team. After all, if you didn't, you never would have hired them. However, do you really know them? As mentioned above, you must take time to connect with remote workers, just like you would with on-site workers. Make sure each team member feels heard. Even if someone is working remotely, they still need to feel like they are a part of the company and that they have an important role in its ongoing success and growth.

It's been discovered that most people are more resistant to helping others if they do not trust their supervisors or co-workers. What this means is if your salespeople trust you, they will be more open with you. Also, if they trust each other, they will provide support and lean on one another while sharing resources, strategies, and tips to be even more successful in their jobs.

Motivating Remote Workers

While the remote work environment is unique from traditional office workers, it doesn't mean that you don't have to engage your team or take steps to ensure their ongoing success. Taking steps to ensure ongoing motivation will pay off and help ensure your team remains productive and successful.