Manage a Virtual Sales Team

With the recent outbreak of Covid-19, the business world has been changed dramatically. More teams are beginning to work remotely as certain areas mandate shelter in place regulations. These differences are especially strange for people who are new to sales and are remote selling for the very first time. The sales managers are likely swimming in uncharted waters as well, as they try to manage an entirely remote sales team for the first time. It’s a whole new experience for many people, and organizations are going to have to adapt quickly unless they want their entire year to go south.

Setting Up For Success

One of the most important things that a sales manager can do for their team is to ensure that they have the proper set up to do good work remotely. This means making sure they have the required materials, like a computer, headphones, a keyboard, maybe an extra monitor, etc. The other thing is ensuring that their home is set up to be a conducive environment for selling. This means having an appropriate background for video conferences and meetings (no unmade beds in the background!), and internet speeds that can accommodate their needs. The other thing that is important is exploring financial compensation, and if things are going to be different or change at all. Make sure your employees know what, if any, changes are coming their way, and be as transparent as possible so that they know what to expect. If a manager can ensure that their employees have this basic setup and information, they are laying the foundation for a successful work from home environment.

Providing Support

One of the most important things that a manager can do during difficult times is to provide support for their employees. It can be a difficult line to walk when you are trying to juggle being supportive and understanding, while also still being managerial, but finding that balance is absolutely vital. People are going to be stressed, just by making the transition from office to home. Embrace flexibility, and embrace creativity. Encourage your team to talk to you about their concerns and fears. We don’t know how long this climate is going to last, and you might have to provide different kinds of support at different periods of time. Another way that you can support your employees is to turn on your camera and have a virtual “face to face” conversation with your people. It really helps when you can make that personal connection. Make sure that you are doing what is best by your employees.