9 Key Tips To Effectively Lead A Remote Sales Team | Goals.com

9 Key Tips for Leading Your Remote Sales Team

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Goals.com Team
  • Updated: July 17, 2024
  • Published: July 9, 2024

Managing a remote sales team can be challenging, but with the right strategies, you can lead your team to success. Here are some effective methods to manage your remote sales team and ensure they stay motivated, engaged, and productive.

#1 Set Up Weekly Team Meetings

Weekly meetings help your team stay engaged and aligned with the company’s goals and strategies. Here’s how you can make the most of these meetings:

  • Share Updates: Use the meetings to provide updates on sales forecasts, strategies, and any changes that might affect the sales pipeline.
  • Brainstorm Ideas: Encourage team members to share ideas and brainstorm ways to improve sales processes.
  • Foster Connections: Regular meetings help team members get to know each other better and build stronger working relationships.

For example, if your team is working on a new sales strategy, a weekly meeting is the perfect time to discuss progress and address any challenges. By keeping everyone informed and involved, you can ensure that your team remains motivated and focused.

#2 Establish Achievable Goals

Setting realistic and achievable goals is vital for keeping your team motivated and productive. When goals are too high, it can lead to frustration and burnout. Here’s how you can set achievable goals:

  • Be Realistic: Make sure the goals are challenging but attainable. This will keep your team motivated to reach them.
  • Prioritize: Help your team prioritize their tasks to meet their goals effectively.
  • Encourage Progress: Celebrate small wins and milestones to keep the team motivated.

For example, instead of setting a vague goal like “increase sales,” set a specific target such as “increase sales by 10% over the next quarter.” This gives your team a clear objective to work towards and makes it easier to measure their progress.

#3 Create a Company Culture that Celebrates Daily Wins

A positive company culture that celebrates daily wins can boost morale and motivation. Recognize and reward your team’s achievements regularly to show that their efforts are valued. Here’s how you can do it:

  • Celebrate Successes: Acknowledge individual and team achievements publicly. This could be through emails, team meetings, or company newsletters.
  • Offer Incentives: Provide bonuses, raises, or other incentives for reaching and exceeding goals.
  • Give Positive Feedback: Regularly give positive feedback to show appreciation for your team’s hard work.

For instance, if a team member closes a significant deal, celebrate their success in the next team meeting. This not only motivates the individual but also encourages others to strive for similar achievements.

#4 Focus on Building Trust in Your Remote Employees

Building trust with your remote team is essential. Without daily face-to-face interactions, it’s important to establish clear expectations and show that you trust your team. Here’s how you can build trust:

  • Set Clear Expectations: Clearly communicate your expectations regarding work hours, goals, and communication methods.
  • Be Available: Let your team know they can reach out to you with any issues or questions without feeling micromanaged.
  • Show Support: Show that you care about their well-being and are there to support them.

For example, during the onboarding process, explain what is expected from the new hires and how they can succeed in their roles. Regular check-ins can also help reinforce trust and show that you are there to support them.

#5 Reinvent Your Sales Processes to Adjust What’s Not Working

It’s important to continuously evaluate and adjust your sales processes to ensure they are effective. Here’s how you can do it:

  • Review Performance: Regularly review your team’s performance to identify areas that need improvement.
  • Make Small Adjustments: Start with small changes to test what works and what doesn’t.
  • Ask for Feedback: Involve your team in the process and ask for their feedback on what can be improved.

For example, if you notice that a particular sales strategy isn’t yielding the desired results, discuss it with your team during a meeting. Brainstorm new approaches and implement small changes to see if they make a difference.

#6 Set Up Time to Spend with Individual Team Members

Remote work can be isolating, so it’s important to make an effort to connect with each team member individually. Here’s how you can do it:

  • Schedule One-on-One Meetings: Regularly schedule one-on-one meetings with each team member to discuss their progress and any concerns.
  • Use Various Communication Tools: Use video calls, phone calls, or instant messaging to stay connected.
  • Show Genuine Interest: Show genuine interest in their well-being and professional development.

For instance, if a team member is struggling with a particular task, a one-on-one meeting can provide an opportunity to offer guidance and support. This helps build stronger relationships and ensures that your team members feel valued and supported.

#7 Make Sure Accountability is the Same Across the Entire Team

Accountability is crucial for maintaining high performance within your team. Here’s how you can ensure accountability:

  • Set Clear Goals: Clearly define the goals and expectations for each team member.
  • Monitor Progress: Regularly monitor and review each team member’s progress towards their goals.
  • Address Issues: Address any issues or underperformance promptly and fairly.

For example, if a team member consistently misses their targets, have a conversation with them to understand the challenges they are facing and provide the necessary support to help them improve.

#8 Ask Your Remote Sales Reps for Feedback

Feedback from your team is invaluable for making improvements and ensuring everyone is satisfied with the work environment. Here’s how you can gather feedback:

  • Conduct Surveys: Use anonymous surveys to gather honest feedback from your team.
  • Hold Feedback Sessions: Schedule regular feedback sessions to discuss any concerns or suggestions.
  • Act on Feedback: Show that you value their feedback by implementing changes based on their suggestions.

For example, if several team members express that they find the current sales tools inefficient, consider exploring new tools or software that can streamline their work processes.

#9 Identify What is Considered “Good” Sales Performance

Clearly define what constitutes good sales performance to help your team understand what they need to achieve. Here’s how you can do it:

  • Use Metrics: Use key performance indicators (KPIs) to measure sales performance, such as conversion rates, sales revenue, and customer acquisition.
  • Set Benchmarks: Set benchmarks for what is considered good performance and communicate these to your team.
  • Provide Training: Offer training and support to help your team meet these benchmarks.

For instance, if your team’s goal is to increase conversion rates, provide training on effective sales techniques and regularly review their progress to ensure they are on track.

Benefits of Having a Remote Sales Team


Cuts Costs

Having a remote sales team can significantly reduce costs. Here’s how:

  • No Office Space Needed: You won’t need to pay for office space or utilities.
  • Reduced Travel Expenses: Sales activities can be conducted online, reducing the need for travel.

For example, instead of holding in-person sales meetings, your team can conduct virtual meetings, saving on travel and accommodation costs.

Empowers Your Sales Team

Remote work can empower your sales team by providing them with flexibility and autonomy. Here’s how:

  • Flexible Work Hours: Allow your team to work flexible hours that suit their schedules.
  • Global Reach: Remote work enables your team to reach customers globally.

For instance, a remote sales rep can work from anywhere and reach out to customers in different time zones, increasing their opportunities to close deals.

Provides Access to Top Talent

Hiring remotely allows you to access top talent from around the world. Here’s how:

  • Wider Talent Pool: You can hire the best candidates regardless of their location.
  • Competitive Benefits: Offer competitive benefits to attract and retain top talent.

For example, offering comprehensive benefits packages, including health insurance and paid time off, can help attract highly skilled sales professionals to your team.

Managing a remote sales team requires effective communication, trust-building, and regular evaluation of your sales processes. By setting achievable goals, celebrating wins, and staying connected with your team, you can ensure that your remote sales team remains motivated and productive. Use these strategies to improve your remote sales team management, foster good communication, and ultimately boost your company’s revenues.

How Goals.com Can Help You Manage Your Remote Sales Team

Goals.com is an easy-to-use CRM that can significantly improve the management of your remote sales team. With its comprehensive features, Goals.com can help you drive sales performance, keep your team aligned, and boost morale. Here’s how:

Sales Goals and Lead Management

With Goals.com, you can ensure all team members remain aligned on both team-wide and individual sales goals. The platform allows you to set and track these goals easily, ensuring everyone knows what they need to achieve. You can also assign leads to sales associates and track prospects as they move through the sales pipeline. This streamlined process helps maintain focus and ensures that no potential sales opportunities are missed.

Customer Data and Performance Dashboard

Managing customer data is crucial for any sales team. Goals.com helps you keep track of customer contacts, set reminders, and save notes, proposals, and purchase histories. This centralization of information makes it easier for your team to manage their relationships with clients. The performance dashboard keeps sales goals, current performance, and actionable insights clearly in focus, enabling your team to stay on top of their targets.

Team Communication and Daily Pace Setter

Communication is key for remote teams, and Goals.com’s team chat feature allows for seamless communication right within the app. This ensures that your team stays connected and informed. Additionally, the Daily Pace Setter feature sends an email to sales associates every morning, summarizing their current performance relative to their goals. This daily reminder keeps everyone motivated and focused on their tasks.

Sales Contests and Performance Bonuses

To keep your team engaged and motivated, Goals.com allows you to launch sales contests quickly. These contests can boost sales activity by making the sales process more exciting. Moreover, you can offer performance bonuses to motivate your team to exceed their sales goals. Personalized bonus programs can further incentivize individual team members to perform their best.

Automated Sales Reports and Commission Tracking

Goals.com provides automated monthly, quarterly, and annual sales reports, saving you time and ensuring accuracy. These reports give you a clear overview of your team’s performance and help in making informed decisions. Additionally, the automated real-time commission tracking feature simplifies the process of tracking and managing commissions, ensuring that your team is rewarded accurately and on time.

Peer-to-Peer Recognition and Celebrations

Building a positive work experience is essential for maintaining a motivated team. Goals.com includes a peer-to-peer recognition feature that allows team members to acknowledge each other’s great work. This fosters a supportive and collaborative team environment. The platform also helps you celebrate colleagues’ birthdays and work anniversaries with thoughtful expressions of appreciation, further boosting team morale.


Using Goals.com, you can effectively manage your remote sales team by setting and tracking goals, managing leads, maintaining customer data, and keeping communication streamlined. The platform’s features, such as sales contests, performance bonuses, and automated reports, ensure that your team remains motivated and productive. With Goals.com, you can create a positive and efficient work environment that drives sales success.

Book Your Demo Today!

See how Goals.com can help your sales team reach their full potential.