Here's how you can effectively track and measure the performance of remote sales teams as a sales manager.

To effectively track and measure the performance of remote sales teams, a sales manager can: 1. *Set clear goals* and expectations for both short-term tasks and long-term performance. 2. *Use CRM and sales tracking tools* to monitor key metrics such as call volume, sales per rep, and revenue generated². 3. *Implement regular review cycles* (daily, weekly, monthly) to assess progress and address issues promptly. 4. *Balance quantitative and qualitative measures*, incorporating peer reviews and self-assessments to get a comprehensive view of performance. 5. *Provide continuous training* based on performance data to improve skills and address gaps. 6. *Update metrics* in response to market changes to maintain relevance and accuracy.

Start by defining clear and measurable Key Performance Indicators (KPIs) that align with your sales goals and objectives. KPIs can include metrics such as sales revenue, customer acquisition, lead generation, conversion rates, and customer satisfaction scores. Involve your sales team in the process of setting KPIs to ensure they understand and buy into the metrics being measured.

Metas claras e mensuráveis são essenciais para guiar qualquer equipe de vendas, especialmente as remotas. Defina objetivos que sejam desafiadores, mas alcançáveis, e que estejam alinhados com os objetivos da empresa. Metas não são apenas números no papel, mas sim o norte que direciona todos os esforços. As suas metas estão inspirando ou apenas pressionando sua equipe?

First of all, do not spend too much money on CRM and automations. Any basic tool works here. Sales is a process. We call it SPANCO Suspecting Prospecting Approaching/Analysis Negotiating Closure/Conclusion Order As a business, when you are setting up goals, you need to have a very tight visibility on the Negotiating Bucket. This funnel stage is big and has the highest potential. Lot of them can move to closure and order bucket with a little push from Teal Leads. So its important to set up goals with closure and negotiating bucket in mind.

A robust CRM system is essential for tracking and measuring the performance of remote sales teams. Ensure that your team consistently inputs and updates customer data, lead information, and sales activities in the CRM. This will provide you with a centralized repository of data to analyze and monitor individual and team performance.

Um sistema de CRM eficaz é vital para acompanhar o desempenho de uma equipe de vendas remota. Ele permite que você monitore interações, rastreie o progresso e analise dados de vendas em tempo real. Mas lembre-se, um CRM é tão bom quanto o uso que se faz dele. Como você pode garantir que sua equipe está utilizando todas as funcionalidades disponíveis?

Schedule regular one-on-one meetings with each team member to discuss their performance, goals, and challenges. These meetings should be focused on coaching, providing feedback, and identifying areas for growth and development. Use the data from your CRM and reporting tools to facilitate constructive discussions and track progress over time.

Os KPIs são os indicadores de desempenho que mostram o quão bem sua equipe está se saindo. Identifique quais KPIs são mais relevantes para seu negócio e monitore-os regularmente. Isso vai além das vendas; considere taxas de conversão, tempo médio de atendimento e satisfação do cliente. Você está monitorando os sinais vitais do seu negócio?

I personally utilize different tools to track and measure performance. AI to audit and transcribe calls, crm dashboards and stack ranks, and then activity trackers. Back in the day, I sold gamification software around rep motivation, badges, and throwdowns. Based on the nature of your sales cycle, some sales tools will not be right for the business unit. These are fun, incentivizing, and transparent. Caution though - based on training and available opportunities for all, you can accidentally create a culture that only focuses on the one and not the team as a whole. You can alienate certain reps by the way you design leaderboards or who you pit them up against.

Além do CRM, existem muitas outras ferramentas de software que podem ajudar a gerenciar equipes de vendas remotas. Ferramentas de comunicação, colaboração e análise de dados são essenciais. A tecnologia está aí para facilitar, não complicar. Você está usando a tecnologia para simplificar ou complicar sua gestão?

A comunicação é a espinha dorsal da gestão de equipes remotas. Estabeleça canais claros e frequentes de comunicação para manter todos na mesma página. Evite ambiguidades e seja direto ao passar informações e feedback. Como você pode melhorar a comunicação com sua equipe hoje?

Coaching is critical component for a professional development however continuous coaching may potentially inhibit the innate knack of an individual to achieve their targets . Coaching sessions should be aligned to the goals & performance evaluations of an individual as well as the team, focusing specifically to the ongoing projects . Achievement & learnings must be discussed & subsequently, its critical for the leaders to understand that the coaching approach should be adaptable, functioning as a two way dialogue for the long term benefit of the organizational growth.

You definitely need to be on calls, listen to calls, grade calls, and have a scheduled time to provide feedback. Celebrate the losses as well in a fail fast, fail forward methodology. All Hands meetings are also a great time to celebrate individual wins. Coaching happens outside of scheduled times as well, so make sure to be available to your team.

I do not have the exact Data here but lot of freshers who join Sales leave sales because of high pressure. Students just join organisations and are tasked to bring business. This is a wrong approach. Freshers need handholding. They do not know the complexities of sales. They do not know how to negotiate or how to close a deal. It is important for a leader to handhold the sales team and groom them, rather than pressurising them for numbers. As a leader is it the responsibility of the team lead to stand by his team and train them regularly. They need to get out of the AC rooms and walk with their team members. This not only give confidence to the sales team but also groom the team.

O treinamento contínuo é fundamental para manter a equipe atualizada e motivada. Ofereça sessões de treinamento regulares, workshops e oportunidades de desenvolvimento profissional. O aprendizado não deve parar no onboarding. Você está investindo no crescimento contínuo de sua equipe?

Have no bias towards Team member X and Y. You need to treat the entire sales team equally. Who is performing today could be your best bet but may be the best bet is not motivated enough because of of your bias. Keep talking to your team. Do not call for useless review meetings. Do not ask your sales team to make reports now and then. Do not give operational work to your sales team. Your sales team should always remain motivated with your actions. Stand by them, no matter what.

Tracking the performance of a remote sales team as a sales manager comes down to experience. An experienced sales manager doesn’t need tracking tools, CRMs and processes to see how their sales team is performing. They know by speaking to them. Remote working has been the norm for sales people for many years before the pandemic. Sales managers had to know how to read people by their conversations, results and intuition. A good sales manager can tell when someone is working and when they are not.

Acompanhar e medir o desempenho de equipes de vendas remotas requer uma abordagem equilibrada e estratégica. Além dos pontos mencionados, considere sempre a motivação e o bem-estar da sua equipe. Lembre-se de celebrar vitórias, grandes e pequenas, e manter um ambiente positivo e engajador. Você está pronto para levar sua equipe de vendas remota ao próximo nível? Efetivamente acompanhar e medir o desempenho das equipes de vendas remotas envolve mais do que apenas números; é sobre criar um ambiente onde todos possam prosperar e alcançar seu melhor desempenho. Está preparado para essa jornada?