What are the best sales performance tracking tools for remote sales teams?

Sure, I've seen things. In the trenches of cybersecurity, it’s not just about slapping in an EDR solution and calling it a day. It's about fine-tuning that bad boy to sing with your network’s chorus. Integrating threat intelligence feeds can crank its efficacy a notch. Don't just monitor; actively hunt threats to keep those sneaky bugs in check before they bite. And remember, automate responses where you can—speed is king in the land of bytes and breaches. Keep things slick, real, and above all, proactive. Oh, and patch management? It's not sexy, but it’s like brushing your teeth; do it well, or you'll regret it. Trust me, seen enough horror shows to last a lifetime.

In my experience, sales activity encompasses the actions taken to generate leads and close deals. This is often compared to sales performance, which measures the outcomes and results achieved. Tracking both is important. By focusing on both the quality of sales activity and the effectiveness of sales performance, sales professionals can maximize their potential and drive business growth. A basic CRM should be able to track both activity and performance, whether or not a team is remote or co-located.

One thing I have found helpful is to recognize the difference between goal-setting needs of young reps and goal-setting needs of more experienced ones. For a younger rep I would be more likely to tell them what the goals are and how to achieve them (a TELL approach), whereas with a proven and successful rep I would be more likely to collaborate and engage in a team approach to setting goals and how to achieve them (an ASK approach). Sometimes you just need to tell people what the job needs, especially when it comes to sales performance (revenue targets) for an experienced rep and activities for a new rep (meetings booked, demos completed). This is true for remote reps and those that work in the same office as their manager.

One thing I have found helpful is to use a framework for coaching reps. The one I am most familiar with and have used for over 20 years is GROW. The name is an acronym for the four steps: Goal, Reality, Obstacles (or Options), and Way Forward (or Will). This coaching framework goes beyond traditional mentoring and helps managers formulate the right coaching questions, goal-setting, and action plans alongside their direct reports, whether or not they are remote or in the same office. I have even used it with clients, to help guide the discussion toward providing a solution to their most pressing business issues.