December 13, 2017      3 min read

Managing the team when they are on the move is marginally different to managing a sales team seated at their desks, making cold calls. With technology enabling greater mobility, employees are increasingly able to work remotely; at home, on the road or even overseas.

A manager’s role is to enhance overall sales performance, maximise team profits and boost benefits to the consumer. They need to effectively guide the business to ensure all facets of sales are operating efficiently, while managing a dispersed sales team at the same time.

To develop a successful sales team the sales manager must guide and direct the team, coordinate sales operations, while ensuring staff are equipped with the right tools, right support and right training. They must assist them to consistently meet or exceed set sales targets.

Tools

With technology rapidly and constantly evolving, it is important for employees to have up-to-date equipment and devices. Equip your sales team with the tools they need to get the job done, efficiently and effectively. Do your customer relationship management tools integrate with your online inventory management tools?

Outdated older devices can impede software updates. Mobile sales teams will need the latest revisions to access real-time online inventory management systems to know what is currently in stock and when new shipments are due.

Support

Ensure your mobile teams are backed up by phone and email technical support. If you don’t have the in-house capacity this function can be easily outsourced. Have an automated system to track and report bugs. This will help to achieve quicker response times.

Give the proper access to your sales teams, providing access to relevant documents and templates. Cloud software will allow mobile sales teams to remotely access up-to-date records, customer data and online inventory management systems.

Training

Your sales staff are your most valuable resource so it makes sense that you invest in them. Provide the training necessary for them to do their jobs effectively and to help increase their work performance.

Make the delivery of training materials relevant to the audience. Old-school PowerPoint presentations will not captivate digital natives and early adopters of technology. Short snappy video-clips are often a better option for delivering training information to this younger demographic.

Sales teams are selling something and different people have different styles in which they achieve sales targets and personal goals. One commonality is that they will all need to be trained in the online inventory management system and procedures specific to your organisation, whether this is an on-premise or cloud-based system.

Communication

Effective communication skills are crucial to all good leadership. When you are managing a team remotely it is especially important in keeping staff informed and engaged. Build good relationships through transparent two-way communication and set clearly communicated expectations, ensuring your team is aware of the standards you expect them to maintain.

Check-in regularly with sales teams, keeping up-to-date with their challenges and successes. This will provide management with the valuable feedback necessary to guide future strategies and decision making for the business. Additionally, it demonstrates to sales staff that you value their contribution to your organisation.

Sales representatives are often independent contractors, paid to represent your brand. This gives manufacturers the chance to expand into new markets, located geographically distance to the company.

Effective leadership of your sales team will reflect on how well they represent your brand.

Cloud-based software is a great way for your team to access tools and software for work remotely. Read more about how cloud-based software can benefit your inventory management too.

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