Working remotely as a Sales Development Representative (SDR) can be challenging. It takes discipline and self-motivation. A manager’s role is to support you and your work to exceed expectations, which can be difficult for remote sales. However, there are ways to overcome these challenges. While working remotely, I have witnessed best practices for sales team management.
#1: Establish an environment of communication
Communication is vital in the work environment; sales development representatives must feel that there is a safe place to communicate. As a sales manager, foster a space of open and constant dialogue. There are many ways managers can establish a healthy work environment. A messaging app like Slack encourages constant communication regarding work and helps an SDR team create a virtual “watercooler”. It reminds them to stay in touch with one another and share good tidings or talk about events of the day. Constant communication touchpoints support SDRs in learning about each other, growing more connected, and excelling together at work.
#2: Develop a virtual peer-learning program
A virtual peer learning program helps motivate the sales team and creates a more structured environment. Working in a virtual office space prompts the team to coach and collaborate. Additionally, employees can still have a set space to work in an office surrounded by their co-workers and foster relationships. The managers should schedule times for the virtual office and monitor their team’s sales calls to support growth. This encourages better performance and results in higher engagement.
#3: Encourage Collaboration
Sales managers should nurture a collaborative environment, especially in a remote setting. Collaborating with co-workers motivates and allows employees to feel “lively” when working. Personally, I receive energy from those around me, so working around others is essential. Managers can encourage collaboration by checking in with their sales development representatives. Ask how they are feeling, offer feedback, and see what one can do to help. These changes initiate conversations, encourage collaboration, and reassure sales development representatives.
#4: Provide your team with the right tools
Setting clear expectations and instructions for your team lets sales development representatives to excel in their tasks. Include tools like sales training programs, a user-friendly virtual platform, and any necessary software to maximize their performance.
#5: Ongoing Coaching
As a manager, it is critical to always be present for your employees and provide a healthy support system. Ongoing coaching can include weekly check-ins, bonding activities, and monthly webinars. Weekly check-ins provide a safe space for the employees to discuss their weaknesses, strengths, and improvements. Bi-weekly check-ins assist in building a healthy work environment and fun work culture where the employees gain workplace satisfaction. Virtual bonding activities with the employees will bring everyone together and allow them to connect personally. Lastly, hosting monthly webinars would be a great additional resource to coach your employees. Inviting a guest speaker to share advice, tips, or professional business will allow the team members to grow from one another.
Based on my experience, these sales team management tips enhance coaching for a team of remote sales development representatives. Creating this environment of togetherness is important as many people feel alone and confused while working remotely. These suggestions build better relationships, provide a reassuring presence, and foster a healthy work environment for the team.
