Tag Archive for: remote sales team

Remote work is on the rise. As a manager, how can you track the performance of your sales team, in order to establish trends and predict business growth as more companies embrace working with remote teams? 

Besides sales metrics, managers and business owners need to keep in mind aspects such as sales processes, efficiency, communication, and especially the creation of a remote work culture that employees have embraced and are committed to do everything they can to make it work for everyone: bosses, coworkers, stakeholders and customers.

This is the time to leverage the capabilities and advantages of cloud-based technology. Data doesn’t have to be siloed, or resting in desktop computers that only a few employees have access to. Data is here to be used, to optimize everyone’s work and, most importantly, to make decisions that help your company grow. 

Commercient SYNC has helped inside and outside sales teams to have access to key customer data in different devices, manage leads and opportunities, optimize their time in the field, be more productive, close deals, and provide an enhanced customer service. 

The technology is there, and in order to get the most out of those investments and truly make a difference in the company, a new culture needs to emerge. This is a process, it’s true, but just as Rome wasn’t built in a day, no change can come unless managers and employees take the first step towards a culture that embraces innovation and seizes new opportunities and trends.

As a company, Commercient walked the talk using Zoom for its global team communication, and to provide embedded live support in its unique training environment. Besides the security of the system and the frictionless video conferencing for staff and client meetings, Commercient chose Zoom to connect clients to a support technician via video in real time, in its VR environment to provide customers with an interactive guidance to implement its integration technology.

“Everything in this [virtual training environment] runs within a web browser, so one of the requirements was that the solution had to be able to run in a web browser,” said Richard Jenkins, co-founder of Commercient.

This change has made a positive impact not only in client onboarding and interaction, but in how the whole organization, sales, customer service and support interact with each other as well.

As a manager, you may have some concerns about how to successfully manage your sales staff and projects remotely. Here are some of the most common concerns and tips to tackle each of them to ensure goals are met and your team is as engaged as in the office (if not more):

Tracking People’s Time

This is especially important if your employees are hired per hour. How can you make sure that they’re working the corresponding hours each day/week? There are time tracking softwares such as Screenshot Monitor, that will allow you to see how many hours your employees are working on projects, and compare it with the invoices they send or the contract terms. 

If your company doesn’t work on hourly contracts, but project based or according to specific results, project management software such as Trello, Monday or Asana can work to track how many of those goals are met: how many calls were made, how many new leads, customers served, and more.

These are some tools Kelly Michael Skelton, System Architect at Fiber Optic Center, recommends in a recent article with tips to work remotely. He also recommends setting up a clear schedule. “Blocking off certain hours of the day for different tasks / meetings can help. I also make checklists every day of what I need to accomplish and what I hope to accomplish,” he explains. According to Skelton, these tasks may spillover into the following day, but it is still helpful to visualize responsibilities.

Choose The Right People

Can you “trust” your staff to work as efficiently at home as in the office (if not more)? Research shows people tend to be and feel more productive at home, but as a manager, it can be a challenge to correctly “assess” your own employees could make it work from home.  

There are some attributes to consider, such as discipline, proactiveness, being a self starter, and efficient time and stress management. Since they’re “on their own”, it’s important they feel personally responsible for getting things done, and communicate constantly with managers and coworkers as necessary.

Creating this remote work culture requires reinforcing these attributes in your team, and making sure any new hires have experience or the potential to develop them as well. Although is not possible to accurately predict a potential new employee’s performance in the job interview, there are questions you can ask: 

-Have you ever worked alone/remotely?

-Have they worked or managed a team that is not at the same location/country?

-Do you consider yourself a self starter? Can you give an example?

-Do you have specific, consistent habits in your routine (exercising, getting up at the same time, yoga, reading, etc.)

-Have you used project management software or CRM systems? How comfortable are you with this technology?

Project Timelines, Deadlines And Communication

In order to make everything work efficiently and meet goals, setting up firm project deadlines is a must. Especially with your team working from home, leaving projects hanging or to complete “when there’s some time”, is not going to do you, your employees or your company any good.

Time is money, and projects without clear deadlines is money lost in the long -and maybe not so long- run. Time is not something people “have”, it is something people “create” according to their priorities. So make sure your team has those priorities clear, especially during stressful times.

Deadlines need to be defined according to detailed and realistic project timelines, so your team knows what needs to happen now, and next, until the whole project is successfully completed. This doesn’t only help with the logistics, but reduces uncertainty and the stress that comes with it, since everyone is clear on their role at each step.

This cannot happen without clear and constant communication. To ensure everyone is on the same page and there are no duplicate efforts, technology has made it a lot easier: email, chat apps, video conference software for meetings such as Zoom, and remote team collaboration tools such as Google Suite and Quip (Salesforce).

As they say it themselves, with Quip employees can be on the same page without being at the same place. It combines documents, spreadsheets, and chat, to help distributed teams to work together effectively. For now, until September 2020, Salesforce has made this technology available for free.

Underperforming Team Members

Is there any team member struggling to meet deadlines or achieve sales quotas? Opening communication channels is crucial to find out what’s going on, in order to make decisions that correct any mistakes or deficiencies in the systems the team is currently using.

What can an open, thoughtful conversation do in these cases? First of all, you can detect problems the team is facing that you maybe weren’t aware of: communication problems among team members, a tool not working correctly, and even non-cloud based solutions that cause double data entry, duplicate efforts, errors, and data not synced between systems. 

That’s one of the main benefits the manufacturing company Gecko Alliance, a Commercient’s customer, perceives by using Salesforce and connecting it with their ERP, Infor Visual, through SYNC. At first, the Sales team showed some resistance towards the use of a CRM and other systems, since they felt like a struggle having to dedicate time to enter data into Salesforce. 

That has changed now. “In the last sales meeting, they all said ‘we can’t live without it anymore. This is our true source of data, this is where everything we do is happening.’ It pushed Salesforce into the front end for them. They know that without SYNC they couldn’t be doing what they’re doing right now,” said Elodie Martinez, Salesforce Administrator at Gecko Alliance.

Other useful tools are help desks and online FAQs pages, that can provide answers and resolve issues for employees and customers.

Reward Your Thriving Team Members

How about your top performers, those that consistently meet deadlines and reach -or exceed- sales quotas? If they’re working remotely, an “employee of the month” card in the office might not be the best way to show recognition, but there are other ways to show them how valuable they are to the team and the company. 

Mentions in the company chat can go a long way to show someone he/she is appreciated, and there are other perks such as rewards to meeting specific goals, bonuses, training/certifications at no cost to the employee… To keep a remote sales team motivated and thriving every time, having good communication is key to help them not feel isolated. Whether they work at the office or remotely, they all need to feel they’re part of a company that is up to do something great.

With a remote sales team, watching salespeople’s interactions with leads and customers is not always a possibility. That’s why it’s important to have processes in place that provide direction and clarify what’s expected from them every step of the way.

Having systems talking to each other and data that, instead of siloed, is easily accessible from any device goes a long way in helping a team to thrive. Remote workers need tools to help them optimize their time and resources, and Commercient SYNC can be a great ally in creating an innovative culture in your company. Let’s talk about connecting your CRM to your ERP today.

Editor’s Note: This is part of an ongoing series on digital integration, cutting-edge technology and CRM integration from Commercient. Our goal is to help modernize your business and improve sales.

Sales closed is a key metric to predict revenue and measure business growth. This is especially true with a remote sales team, where tracking results can be challenging. How many leads came into your marketing systems? How many of those became customers?

The results are important, but managers and business owners also need to keep in mind the sales processes: How leads get in touch with the company, do they come on their own through the website or other digital channels, or the need to be approached by a salesperson cold-calling them?

In addition, the processes they follow once they’re into the sales funnel, how long does it take them to make a decision — or how many end up with a “no?” Or if the deal is lost to no-decision?

With a remote sales team, watching salespeople’s interactions with leads and customers is not always a possibility. That’s why it’s important to have sales processes in place to provide direction, and to clarify what’s expected from them in every stage of the sales process.

Here’s what a thriving remote sales team looks like, and how they achieve success.

They Take Advantage Of Technology

From CRM and ERP systems, to popular cloud-based business tools for practically everything (team collaboration, accounting, project management, and more), technology is here to make everything faster and easier. Remote sales teams need to embrace these technologies to be able to work better with their co-workers. This will provide a more personalized attention to their leads and current customers.

Much of the data found in these systems are siloed, and data integration can help them work together smoothly. For example, with Commercient SYNC, the #1 data integration platform for sales, ERP data can be seen directly in CRM.

They can access customer information, sales history, terms, invoices, inventory, serial numbers invoiced, multi ship to addresses, etc. In addition, new orders, accounts, won opportunities, etc., created in CRM are SYNC’d back to ERP.

This means less wasted time contacting other departments for a report, or double-data entry and possible errors. Your sales team will have a 360-degree view of customers and leads. And, most importantly, providing a better customer experience, even when they’re not a customer yet!

Smartphones and Mobile Technology are a Remote Sales Team’s Best Friends

Mobile technology has allowed remote sales teams and others to work and collaborate remotely and globally, in real-time. Besides calling customers and leads, a smartphone allows instant messaging, emails, and if the company leverages cloud technology, instant access to CRM or ERP data.

Did a customer call with a question about their contract or services schedule? Does your remote sales team need to follow up with leads, but you’re not sure where they’re at in the buying process?

They Make Their Customers’ Lives Easier

With mobile technology, salespeople are easier to reach. No matter where they’re at right now or where do they work from (home, coworking space, cafes), reachable salespeople strengthen the customers’ ties with the company. If the business decides to take advantage of cloud technology such as SYNC, the customer service provided keeps customers happy.

How? SYNC’d data allows salespeople to easily find the information they’re looking for to provide prompt and accurate answers to the customers. All without needing to access multiple systems or searching for data on other devices, besides the smartphone or laptop. Watch this video on how SYNC works.

They Don’t Give Up Too Easily

In B2B sales, the buying cycle tends to be longer. This is due to higher investments, and there are more people involved in the process. In a word, don’t give up just yet. In fact, it takes between 5 to 7 touchpoints to close a sale.

Through a CRM such as Salesforce, you can track that lead’s particular journey: How many follow-up calls they have received, if they watched a demo or not, if there are meetings pending with other decision makers in that company, etc.

If you’re ready to create or strengthen your thriving remote sales team leveraging cloud technology like Commercient SYNC, please contact us today to schedule a demo.


According to the New York Times, more people are working remotely than ever before, and hiring and managing remote sales teams has become more commonplace. As with managing any team, managing a remote sales team can come with many unique challenges, which is why we’ve created this blog. We’ll show you how to effectively manage a remote sales team.

Invest In Cloud-Based Software

Nowadays businesses of all sizes are moving to the Cloud. Use of cloud-based storage or applications means that your salespeople can access company data from their computers, smartphones or tablets.

Take Commercient SYNC, the #1 data integration platform for business for example. It allows you to integrate your CRM and ERP system, which enables your sales team to see inventory in real time, search and update customer records, invoicing, and complete orders for a simpler and more efficient sales process.

Your teams will be able provide premier customer service no matter where they are located. They’ll have important data like customer records, line items, invoices, payment records, and more, always available at their fingertips, thanks to SYNC.

Using cloud-based apps, like SYNC, Google Apps, Basecamp, project management tools, and others, ensures that every member of your remote sales team has the information they need, exactly when they need it.

Establish A Culture Of Collaboration

When managing a remote sales team, you must also build a collaborative working environment, so it is imperative that you deploy the right collaboration tools. Today, there are many tools that can help you establish a culture of collaboration, including Slack, Zoom, Skype, and SYNC, to mention a few.

Commercient SYNC, in particular, helps to keep all your sales reps on the same page by filling your CRM system with data from your ERP system allowing for better collaboration amongst your team members. Encouraging collaboration with other teams and departments (e.g. marketing) within your company will also help your sales reps – it will help you in bringing about innovation, creativity, and workflow improvements.

Keep Each Salesperson Engaged & Build A Level Of Trust

To manage your sales team effectively, one of the most important things you must do is to make sure your team is having fun and feels engaged with other team members, even though they may be a thousand miles apart. You should also make sure you build a level of trust as trust essential.

According to Gallup, “when employees don’t trust organizational leadership, their chances of being engaged are one in 12. But when that trust is established, the chances of engagement skyrocket to better than one in two.”

You can build a level of trust and engage your employees by creating interactions within the team so that everyone can all get to know each other. In addition, providing regular feedback on performance, opportunities to help them learn and grow, and regularly communicating the work that is being done on current and upcoming projects. This will help you build a high level of trust to keep your employees always engaged.

Track Work With Project Management Tools

In order to successfully run a remote sales team it is important that you also use the right project management tools. These tools (e.g. Asana, Basecamp, Trello, and JIRA) will help you in keeping track of each salesperson’s time and tasks across different time zones and locations.

The best part is that you can connect many of these tools to your ERP system to Commericient’s IoT Pulse, and automate all your business tasks. Considering integrating all your business apps with your ERP system, check out our IoT Pulse page.

Are you ready to help grow your business with Commercient SYNC and IoT Pulse? Contact us today!