What do you do if your technical sales team is spread across different locations?

1 Set clear goals and expectations

One of the first steps to managing a remote technical sales team is to define and communicate your goals and expectations. You need to establish what you want your team to achieve, how you will measure their performance, and what standards and deadlines you expect them to follow. You also need to clarify the roles and responsibilities of each team member, and how they will work together and coordinate with other teams or departments. By setting clear goals and expectations, you can help your team stay focused, accountable, and aligned.

2 Use the right tools and platforms

Another key factor for managing a remote technical sales team is to use the right tools and platforms to facilitate communication and collaboration. You need to choose the tools and platforms that suit your team's needs, preferences, and workflows. For example, you may use a CRM system to track and manage your leads and opportunities, a video conferencing tool to conduct online meetings and demos, a project management tool to organize and monitor your tasks and progress, and a chat or messaging tool to stay in touch and share updates. You also need to ensure that your team has access to the relevant technical resources and documentation, such as product specifications, features, benefits, case studies, and FAQs.

3 Provide regular feedback and support

Managing a remote technical sales team also requires providing regular feedback and support to your team members. You need to monitor your team's performance and results, and provide constructive and timely feedback to help them improve and grow. You also need to recognize and reward your team's achievements and successes, and celebrate their milestones and wins. Additionally, you need to offer your support and guidance to your team, and help them overcome any challenges or difficulties they may face. You can do this by conducting one-on-one check-ins, coaching sessions, or mentoring programs.

4 Encourage learning and development

Another way to manage a remote technical sales team is to encourage learning and development among your team members. You need to provide your team with opportunities and resources to enhance their technical skills, product knowledge, and sales techniques. You can do this by organizing online training sessions, webinars, workshops, or courses, or by sharing relevant articles, podcasts, videos, or books. You also need to foster a culture of continuous learning and improvement, and encourage your team to share their insights, feedback, and best practices with each other.

5 Build trust and rapport

Finally, managing a remote technical sales team involves building trust and rapport among your team members. You need to create a positive and supportive team environment, where your team members feel valued, respected, and trusted. You also need to promote open and honest communication, and encourage your team to express their opinions, ideas, and concerns. Moreover, you need to cultivate a sense of team spirit and culture, and foster a connection and camaraderie among your team members. You can do this by organizing virtual team-building activities, social events, or fun games, or by creating a team chat or group where your team can chat casually and bond.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?