Building and managing a high-performance remote sales team

How to Build and Manage a High-Performance Remote Sales Team

In today’s changing work landscape, remote sales teams have become the new normal. But if you’re a manager or executive who’s used to managing a traditional sales team, creating a high-performing remote sales team can be daunting. However, with the right strategies and leadership style, building and managing a remote sales team can be successful, productive, and even profitable.

The Challenges of Managing a Remote Sales Team

Managing a remote team poses unique challenges that differ from managing a traditional team. Some of the common challenges are:

  • Lack of face-to-face interaction that could hamper communication and feedback
  • Difficulty in monitoring performance and productivity
  • Limited team culture and bonding opportunities

These challenges can create a host of issues that could affect the team’s performance and overall success. However, with the right mindset and management approach, these challenges can be overcome.

Hiring the Right Team Members

The first step in building a high-performing remote sales team is hiring the right people. You should prioritize candidates who are self-motivated, communicative, and have a track record of successful remote work experience. In addition, it’s essential to ensure that each team member has the necessary equipment and technology to perform their roles effectively and efficiently.

Moreover, you should make sure that before hiring team members, they should have a clear understanding of the company’s goals, mission, and vision. This clarity instills a sense of ownership, commitment, and motivation in each member, and they can align their personal and professional objectives with the company’s objectives.

Setting Clear Performance Goals

To maintain productivity and ensure your remote sales team is on the right path, set clear performance goals and expectations from the get-go. Identify KPIs that align with your company’s goals, and communicate these metrics to each team member.

Furthermore, provide ongoing feedback to help team members adjust their performance. Positive feedback reinforces desired behaviors and ensures that team members feel valued, while constructive feedback helps them identify areas for improvement and adjust their behavior accordingly.

Encouraging Collaboration and Team-Building Activities

Remote work can create a feeling of isolation and disconnect among team members. To address this issue, encourage collaborative activities that enable team members to interact with one another beyond their everyday tasks.

For example, set up virtual team-building activities such as virtual coffee breaks, happy hours, or online games. These activities can help improve team morale, encourage more communication between team members, and eventually lead to better teamwork.

Investing in the Right Technology

When managing a remote sales team, technology plays a key role in facilitating communication and productivity. Investing in tools that can simplify tasks and streamline communication can significantly help in managing remote sales teams.

Tools such as CRM systems, project management software, video conferencing platforms, and team collaboration platforms can help ensure all team members stay connected and aware of ongoing work across the organization.


Managing a remote sales team can be a significant adjustment from managing a traditional sales team. However, by prioritizing the right hiring process, setting clear performance goals, encouraging collaboration and team-building activities, and investing in the right technology, companies can create a high-performing remote sales team.

Moreover, companies that manage their remote teams effectively can benefit from increased productivity, lower overhead costs, and a more diverse pool of talent.