With the major global shift to remote work that came on the heels of the COVID-19 pandemic, sales teams have had to adapt to a new way of working and training. Leaders within the sales space have also had to pivot their approaches, as increasing numbers of sales-based organizations either have moved or continue to move toward permanent remote work.
Given this, the biggest challenge virtual sales team leaders may face is balancing the productivity of a virtual team with the personal connections that help teams feel more cohesive and engaged. Following best practices set forth by other thriving virtual sales teams can help organizations support their sales professionals in the best way possible and lead them to ultimate success.
Effective onboarding
The success of a sales team member — and the team as a whole — all begins with an effective onboarding process. When bringing on a new employee, try to establish a positive experience right away. Bring them through the sales process, followed by the rest of the team, and give them access to all of the tools they will need to do their jobs effectively. This is the time to have open communication on expectations, and implement any mentor relationships that will help the new employee integrate into the virtual team environment.
However, the learning and guidance shouldn’t end once a new sales team member’s onboarding is completed. Continued education and regular training should be provided, and consistent check-ins should be conducted to ensure the new employee understands their position, is settling in, and is comfortable with their spot on the team.
A digital and personal blend
It can be challenging to blend the benefits of virtual work with the personal connections that help foster more productive teamwork. Leaders should work hard to offer chances for their virtual sales teams to come together, and provide opportunities for personal connections to be made among team members — be it through weekly meetings, virtual events, or even occasional in-person opportunities.
Over the past few years, video conferencing technology has advanced to the point where it’s now easier than ever to hold productive meetings with virtual sales teams. Taking advantage of the most up-to-date technology also works for sales training and simulations. Virtual sales training programs like Zoom or ON24 can help teams work through realistic sales scenarios, allowing the team to remain on the same page when they encounter real-world sales scenarios.
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Tailored training
Everyone learns and retains information best through different methods and approaches. While some can simply read instructions and apply them, others may require visual learning tools to help them grasp concepts.
A core component of being an effective leader includes adapting to the learning styles of each member of your team, and offering them training that aligns with that learning approach. Leaders can tailor training to these different learning styles by researching different virtual training programs and finding one that best meets the needs of individual team members, as well as by offering additional opportunities for one-on-one training.
Overcoming virtual challenges
With virtual sales teams and remote work environments, challenges are bound to arise. Technology issues regularly crop up that can affect productivity, which can pose a larger issue for global teams who may experience a number of problems with connectivity or other technology issues at different times.
A lack of up-to-date programs can also create challenges for virtual teams. Without access to visuals during meetings, for example, sales teams may have a difficult time grasping training concepts.
Virtual team success also requires open communication. If team members or leaders aren’t communicating properly or consistently, the resulting breakdown can grind productivity to a standstill — especially when a team isn’t working in a brick-and-mortar office. This is why leaders must encourage their virtual sales team members to openly communicate with one another on job-related issues, and ensure they feel comfortable approaching you with any questions or concerns.
Transparent leadership
All virtual teams require transparent leadership. With transparency in management, team members can more easily feel connected, despite their virtual working arrangement.
Remote work can sometimes lead to team members feeling isolated in their positions, but when team members know they can trust their managers, they will feel less alone in their work. Team and company-wide goals should be clearly communicated, as should any changes in processes.
Additionally, virtual sales team members should be given regular opportunities to ask questions or voice concerns — even anonymously. That way, any challenges that arise can be approached head-on by the whole team.
Many companies and remote teams have had to adapt to virtual training environments since the pandemic, upending traditional work environments. The silver lining in this shift, however, is that significant advancements have been (and continue to be) made in virtual training.
By leveraging the latest in training tools and keeping communication a priority, virtual sales teams can be effectively trained and meet all of the organization’s sales goals.
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