The way that sales teams are functioning has been completely transformed. For a sales leader, what worked in the office isn’t always translating perfectly to remote working. So how can you lead your remote sales team?
From your sales team’s point of view, they may well be lacking motivation and they may be wondering how do they go about performing at all. One of the biggest mistakes that a sales leader can make is to try and carry on motivating teams in exactly the same way. In the office, it’s possible to motivate your teams with a simple carrot: “If you do this, you’ll get that” however, once they’re working from home in these uncertain times, that can have a negative impact. Just asking them to put in a certain amount of effort doesn’t really help them as things have dramatically changed in terms of what’s working for clients and building relationships.
What does work is trying to drive intrinsic motivation. You want your sales team getting out of bed in the morning wanting to put everything they can into their day. You need them to want to get the most out of their day by working in the smartest and most effective way. There are three things that drive intrinsic motivation: autonomy, mastery and purpose.
We recommend that you focus you and your teams in all three of those areas:
So, how does a sales leader get their sales people attacking the day and driving forward? Don’t just focus on carrot-and-stick. Don’t just focus on “If you do that, you’ll get that”. Don’t just micromanage. Make sure that you’re focusing on driving autonomy, mastery and purpose in your teams.
Hopefully you can use these tips and help you lead your remote sales teams to success.
Please share this with as many people as you can and please comment to give us ideas of other areas where we might be able to help. Good luck and stay safe.
Watch our webinar on-demand on the topic: https://www.crowdcast.io/e/tdz8hzuk
Underestimating the significance of the shift to remote selling and just hoping that salespeople have got it covered is a mistake. The quality of the remote sales experience will continue to impact sales revenues. It’s simply too important to leave to chance.
Our remote selling course will give you a structure and approach to excel in remote selling.
Sales Innovation Expo 2022 Trends
30th November 2022
How to align your customer success team with your sales process
2nd November 2022
Sales velocity: How to increase average order value in sales
17th October 2022
Sales velocity: Increasing the number of sales opportunities
17th October 2022
28 Sales Acronyms used daily
8th September 2022
Sales velocity: Speeding up the decision-making process
24th August 2022
Sales velocity: How to improve conversion rates
13th July 2022
Sales kick-off meetings: How to use the momentum to power long-term change
17th May 2022
Drive retention and performance through a sales academy
9th March 2022
Call AI: The sales coaching technology you need in 2022
22nd February 2022
Drive real results from sales training in 2022: Why the traditional model doesn’t work
2nd February 2022
Sales Engagement Summit – Hosted by Raoul
16th December 2021
How business development reps can give buyers the confidence to say yes
3rd December 2021
The biggest mistake sales development reps make (and three things you should do instead)
9th November 2021
Five myths you need to know about customer success teams
11th October 2021
The four levers you can pull to increase sales velocity and how to make an impact
1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
How to win a sales pitch…
26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
Is your sales team ready for 2021?
4th January 2021
Selling Virtual Events
26th November 2020
Why salespeople must be ‘long-term greedy’: A five-step approach to winning more sales
13th November 2020
Closing skills: Why the pandemic has made it even harder to close that deal and what to do about it.
1st November 2020
Post Covid: How to fill your B2B pipeline with customers who do want to speak to you?
5th October 2020
3 steps for monetising virtual events
15th July 2020
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
Biggest challenge of leading a remote sales team
15th April 2020
“Clients don’t want to engage with me”
6th April 2020
The world has changed – what should I sell?
31st March 2020
Leading remote sales teams
30th March 2020
Selling in a crisis
25th March 2020
Proposal writing research: Why your proposal doesn’t work
17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
New Year, new rules. How to deliver sales training that actually works!
2nd January 2020
Half of B2B sales people will miss their 2020 targets. It’s time to shift perspective.
18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
It might be hot outside but you still need a SCARF.
12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015