How to Build a Remote Sales Team?

08 November 2023

How to Build a Remote Sales Team?

In the current digital age, the concept of a traditional office is being redefined. More and more companies are shifting towards remote work, and building a remote sales team is becoming a necessity rather than an option. This article will guide you through the process of building a successful remote sales team from scratch.

Understanding the Importance of a Remote Sales Team

Before we delve into the 'how', it is crucial to understand 'why' a remote sales team is important. With the advent of technology, geographical boundaries are no longer a constraint. A remote sales team allows you to tap into a global talent pool, providing a diverse range of skills and perspectives. Moreover, it reduces overhead costs significantly as there is no need for a physical office space.

Additionally, remote work offers flexibility to employees, leading to increased job satisfaction and productivity. It also allows for round-the-clock customer service as team members can be spread across different time zones. In essence, a remote sales team can give your business a competitive edge in the market.

Steps to Build a Remote Sales Team

Building a remote sales team involves careful planning and execution. Here are the key steps to consider:

1. Define Your Sales Process

Before you start hiring, it is essential to have a well-defined sales process in place. This includes identifying your target market, setting sales goals, and outlining the strategies to achieve these goals. A clear sales process will provide a roadmap for your team and ensure everyone is on the same page.

Moreover, it is important to adapt your sales process to the remote work environment. This might involve leveraging digital tools for communication and collaboration, and setting up systems for tracking and measuring performance.

2. Hire the Right People

Hiring is a critical step in building a remote sales team. Look for candidates who are self-motivated, disciplined, and comfortable with technology. They should also have excellent communication skills, as effective communication is key in a remote work setup.

Moreover, consider the cultural fit. The candidate should align with your company's values and culture, even if they are working remotely. A good cultural fit can lead to better team cohesion and productivity.

3. Provide Adequate Training

Once you have hired the right people, it is important to provide them with adequate training. This includes training on your products or services, sales techniques, and the tools and software they will be using.

Keep in mind that training should be an ongoing process. Regular training sessions can help your team stay updated with the latest trends and strategies, and continuously improve their skills.

4. Foster a Strong Team Culture

Building a strong team culture is crucial for the success of a remote sales team. This involves promoting open communication, collaboration, and mutual respect among team members. Regular team meetings and one-on-one check-ins can help foster a sense of belonging and keep everyone aligned with the company's goals.

Moreover, consider organizing virtual team-building activities to strengthen relationships and boost morale. A strong team culture can lead to better performance and higher job satisfaction.

Challenges of Building a Remote Sales Team

While building a remote sales team offers numerous benefits, it also comes with its own set of challenges. Here are some common challenges and how to overcome them:

1. Communication Barriers

Effective communication can be a challenge in a remote work setup. Misunderstandings and miscommunications can lead to conflicts and affect productivity. To overcome this, establish clear communication protocols and leverage digital tools like email, video conferencing, and instant messaging.

Moreover, encourage open and transparent communication. Regular check-ins and feedback sessions can help address any issues promptly and keep everyone on the same page.

2. Performance Tracking

Tracking and measuring performance can be tricky with a remote sales team. However, it is crucial for assessing productivity and identifying areas for improvement. To tackle this, set clear performance metrics and use tools and software for tracking these metrics.

Furthermore, provide regular feedback to your team. Constructive feedback can help them improve their performance and stay motivated.

3. Maintaining Team Cohesion

Maintaining team cohesion can be a challenge in a remote work environment. Lack of face-to-face interaction can lead to feelings of isolation and affect team dynamics. To combat this, promote team collaboration and organize virtual team-building activities.

Moreover, foster a culture of recognition and appreciation. Recognizing the efforts and achievements of your team can boost morale and foster a sense of belonging.


Building a remote sales team can be a daunting task, but with careful planning and execution, it can lead to significant benefits for your business. By defining a clear sales process, hiring the right people, providing adequate training, and fostering a strong team culture, you can build a successful remote sales team.

Moreover, by addressing the challenges of communication barriers, performance tracking, and maintaining team cohesion, you can ensure the smooth functioning of your remote sales team. Remember, the key to success lies in continuous improvement and adaptation to the evolving business landscape.

About the author
Arnaud Belinga
Arnaud Belinga
Arnaud Belinga is the Co-Founder & CEO at Breakcold. He talks about Sales CRM use, marketing & sales. He loves Surfing 🏄‍♂️ & Skateboarding 🛹️.
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