How can you overcome digital sales management challenges?

In my experience building remote sales teams it’s about goals, trust and accountability. We all work as a team on a shared goal and each have individual goals we work up to.

As per my point of view or understanding of Digital Sales, People have to be more into the Leadership and culture. These help us to make the balance between the sales team and keep in mind that encourage your team to embrace change and overcome challenges.

Building internal trust and rapport is crucial to the success of a salesperson, and is especially crucial with remote staff. Finding ways to build community in a virtual sense is pertinent to get culture to rub off on remote employees and show team work no matter where those individuals are. Things like online gaming sessions or virtual happy hours could be great, as well as team presentations where you allow remote staff to present their expertise to stimulate full company engagement and earn deeper buy in. Using those platforms to express appreciation for their hard work could be great for the sales team to build the rapport and trust they need with remote staff.

I use a system called EOS, entrepreneur operating system to manage our weekly and monthly called based on daily outputs. This has been paramount to our success. Daily, weekly and monthly tracking.

Visibility into this will set the right expectation with your team. Clearly communicating what they're being graded by will help each member understand 1) what they're requirements are and 2) when they're not meeting expectations. Creating competition here and allowing all team members to see each others metrics can stimulate healthy competitions.

Coaching and role plays are key components of leveling up. Conversation intelligence systems and watching the game tape back are key to winning. We are extremely lucky where no other sales time did we have the ability to record and listen back to everything, from cold call to demo.

Coaching should toe the line between trust and expectation. You don't want to communicate to your team that you don't trust them, however sales is a performance based position so they need to be meeting/exceeding/crushing their expectations. Finding the right tool is important, finding the right recipe for leadership is more important.

If you need help with your tech stack read tech powered sales, there so many tools out there. - prospecting tools - sales engagement tools -crms -dialers -gifting tools Etc, don’t chase shiny objects. Get the minimum you need to get the job done then experiment with more.

Find what works and use it until it doesn't work. It's easy to slow down sales velocity when tools break or the team focuses on the tool more than prospecting. Building a maintenance process for your sales tools is crucial, and just like anything, bouncing around from software to software won't enable your team to build consistency. Innovate as much as possible, but don't lose sight of your volume.

Don't forget to include a healthy dose of competition. The team should help each other, as well as drive each other to be better.

Are you the best today that you're ever going to be at training and managing salespeople, or improving your processes? There is always more to learn and understand about people, industries, and strategies and continuing your education helps expand your window of visibility, and allows you to make better decisions with more skills and understanding.