You're struggling to lead a remote sales team. How can you ensure their success?

Para garantir o sucesso de uma equipe de vendas remota, é fundamental conhecer as pessoas. Com isso, é possível tra?ar um plano que envolve comunica??o, metas claras e suporte contínuo. é importante estabelecer uma rotina de comunica??o regular, utilizando ferramentas como videoconferências, WhatsApp, gamifica??o, etc., para manter todos alinhados e motivados. Definir metas claras e alcan?áveis ajuda cada membro a entender seu papel e como contribui para o seu sucesso e o do time. Praticar o reconhecimento e oferecer treinamentos e feedback também s?o essenciais para promover um ambiente de aprendizado e colabora??o.

At previous employers, there were a plethora of actions we would take to motivate a completely remote team. Depending on the individuals, gamifying inputs as sales reps could add some excitement to the day-to-day. Establishing what expectations were and how you could exceed them. Ultimately identifying what motivated each individual to perform at their very best! Takes time but is so valuable in the long run!

In my journey with remote sales, I’ve discovered that setting clear goals is the cornerstone of success Articulating Success: I define what victory looks like whether it’s hitting sales targets or enhancing customer engagement. This clarity fuels my team’s motivation. Alignment: By ensuring that everyone understands our objectives, I empower my team to align their daily activities with our broader vision. Accountability Framework: Setting measurable goals allows me to monitor our progress closely, offering support when needed and celebrating milestones together. This strategy not only strengthens my team's focus but also fosters a culture of achievement and collaboration

Recuerda que, si bien la meta establece un camino, una dirección, quien garantiza el éxito son los procesos y la metodología que se sigue. A veces los vendedores tienen las metas claras, sin embargo, no logran ver el progreso porque tienen un cuello de botella en su proceso que no identifican. Es el ojo del líder de un equipo comercial, ya sea remoto o no, quien debe identificar el obstáculo y ayudar a su mentorado a superarlo.

Effective communication is the lifeblood of my remote team. I prioritize access to reliable communication tools that enhance our collaboration and connection Real time discussions: We leverage instant messaging to keep conversations flowing, replicating the immediacy of in-office interactions. Video conferencing: Regular face to face meetings help us maintain strong relationships and clear understanding. Seamless information sharing: I encourage the use of shared platforms for easy access to resources and updates. By fostering a culture of open communication, my team experiences fewer misunderstandings and quicker responses. We hold regular team meetings, one on one check ins, and even casual chats to strengthen our camaraderie

Para un líder o gestor comercial sus principales clientes son su fuerza comercial, sus vendedores. Por lo que, emplear con ellos primero una comunicación honesta y de empatía genuina ayudará a que los vendedores se comprometan con el objetivo y se cree un ambiente de ayuda mutua. He visto a líderes que dicen a sus vendedores: "necesitas insistir más, vender más, visitar más, argumentar más,..." pero no dicen cómo hacerlo, qué estrategias o técnicas usar en cada caso. No dan apertura para que sus vendedores comuniquen esos obstáculos o cuenten los casos de no venta para analizarlos juntos. En ese sentido, crea un espacio para que compartan las trabas que presentan con sus clientes y deja que el equipo participe en la solución. AYUDA,GUIA

Continuous training is at the heart of my remote sales strategy. I believe in empowering my team to stay sharp and informed, which is crucial in our fast-paced environment I organize regular training sessions that dive into product updates, sales techniques, and the best customer service practices. I leverage technology by conducting webinars, online courses, and virtual workshops, ensuring everyone has access to valuable knowledge. Ongoing training fosters a culture of competence and confidence, essential for success, especially when traditional office interactions are missing. By investing in my team's growth, I’m not just enhancing their skills; I’m building a strong, cohesive unit ready to tackle challenges head on.

Un entrenamiento de ventas y acompa?amiento no sólo significa una mejora en los resultados a final de cada mes (facturación) sino también constituye una mejora en el desarrollo de cada vendedor. Significa tener un equipo motivado, vendedores que confían en su producto o servicio y también en ellos mismos, en su destreza comercial. Significa tener vendedores mejor preparados que la competencia. Vendedores que cuidarán de tus clientes y de los contratos en beneficio de la empresa. ?ya planificaste una inversión en tu equipo comercial o solo aumentaron las metas para el próximo a?o y ellos que luchen?