How to Motivate a Distance Sales Team?

How to Motivate a Distance Sales Team?
How to Motivate a Distance Sales Team?

It’s not such a simple task to keep a team of collaborators motivated in regular times, so imagine a pandemic? We live in an unstable and complicated time that none of us expected to go through. If you are responsible for managing people, you may be asking yourself: how to motivate a distance sales team?

Although it looks pretty complex, know that it is possible to maintain an integrated team and present good results. Below, check out tips on motivating a sales team, even at a distance, strategies to apply them in practice, and tools that can help you throughout this process.

How to motivate a distance sales team?

Meet the team

The first step in knowing how to motivate a sales team is to get to know your employees. This is not restricted to understanding your data. On the contrary, it is about mapping and understanding deeply what your employees’ real needs and pains are.


The second topic is directly linked to the first. When understanding the needs of your employees. It is essential to take actions based on this, always with empathy. That is, putting yourself in the employees’ shoes and trying to improve the mentioned negative points.

For example, it could be that the team’s productivity drops due to the complicated context we are going through. The response to this drop in effectiveness should never be aggressive or made in a way that leaves the employee feeling guilty about it.

Capacity building and training

Rather than blaming the sales team, the idea is to provide more education and training for those who fail to meet their goals.

It could be, for example, that an employee has difficulties with a technological tool and therefore cannot make effective sales as before, in person.

So, it is essential to understand the needs of each employee and invest in training that keeps the salesperson in constant learning rather than being guilty.

constructive feedbacks

Also, it is imperative to keep the practice of giving feedback. Here, it is possible to comment on the individual and collective performance and think of strategies to improve what did not work and maintain practical. Remember that feedback is not meaningless criticism. Your goal is to enhance and increase your subsequent sales.

Transparent communication and presentation of results

It is necessary to keep communication transparent and effective, especially when it comes to remote work. It is essential to make clear to employees what the following goals and objectives are and, above all, to present the results achieved by the team.

Presenting achieved goals is a great way to motivate a sales team. After all, that’s how you claim what that team is capable of doing.

Recognition beyond monetary

Although monetary remuneration, whether by commission or bonus, is the most common practice to encourage salespeople, it is not enough on its own. To keep the sales force motivated, it is necessary to think about other forms of recognition besides the financial one. It could be a job promotion, for example.

And two years of pandemic later, how to motivate remotely?

The previous practices can be applied to motivate the sales team.

First, it is necessary to understand that each employee has a different adaptation process and find solutions for each case. For example, some employees find it challenging to separate leisure, intimacy, and work moments with the Home Office, harming productivity.

Being unable to “disconnect” from work has a detrimental impact on your productivity. So, the idea is to establish well-defined routines while considering the flexible factor that remote work proposes.

If possible, it is essential to encourage employees to have a suitable place to work at home, ensuring they have all the necessary tools at their disposal.

Tips on how to motivate a sales team in practice

Realistic goals according to the context

Having unrealistic goals only hinders the sales team’s motivation, as it gives the impression that they will never reach this goal. Therefore, it is crucial to define achievable goals that are appropriate to the context.

It may be necessary to review numbers and predictions that will no longer be achieved because of the pandemic.

Short and long term goals

In addition to realistic goals, it is essential to have both short-term and long-term goals. You can show this drawing of plans to employees and make a sort of checklist. Salespeople feel more motivated when they realize they are achieving goals, even when they are small.

For those salespeople who have had a more challenging time adapting, it may be helpful to maintain a routine task schedule with well-defined deadlines. Thus, it is possible to avoid scattering.

Regular meetings

Due to social distance, sellers may feel isolated and a little lost. As a result, keeping an open channel of contact between staff is vital to ensuring that they do not feel alone.

It is essential to have regular meetings to keep weekly or even daily tasks well defined. These meetings are also crucial for exchanging tips between employees and maintaining that contact in face-to-face work.

Group dynamics

And finally, there needs to be a moment of relaxation. It can be from the use of gamification to engage employees in the Home Office or from activities that value and recognize the work of sellers.

So, keeping the sales team motivated is possible despite the pandemic and the adaptation context we are experiencing. But, it is necessary to have good planning, in addition to empathy with employees. Which of these practices will you apply in your organization?

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