5 Simple Steps to Build and Scale Remote Sales Teams

In 2018, I joined Cloudbeds to lead the European Sales Team. It was the first time I had to lead a remote sales team.

The entire company was remote, even before Covid hit.

Cloudbeds, with its 400+ remote employees, provided me with an MBA in managing remote teams.

When the pandemic arrived, many companies learned to operate remotely. We all know the story.

However, as my fractional business grows, I see many startup founders and sales leaders struggling with remote and hybrid team management. Something is often missing.

Today, I want to share insights from my six years leading remote teams.

Here are five simple steps to help you lead and grow your remote team.

1. Communication

Effective communication is the cornerstone of any thriving remote culture.

Unlike traditional office settings, where casual hallway conversations can fill communication gaps, remote teams require deliberate and structured communication strategies.

If you rely on email for internal communication, it's time to upgrade. Remote teams often prefer practical communication tools like Slack.

• Use Slack as Your Digital Office: Slack can become your central hub for all team interactions. Create channels dedicated to specific teams, projects, and topics. This organisation helps keep conversations focused and easily accessible.

• Organize Teams and Projects in Channels: Avoid using direct messages (DMs) for regular communication. Reserve DMs for private or sensitive conversations. Public channels encourage transparency and collective problem-solving.

• Create a #watercooler Channel: Casual, non-work-related conversations are essential for building team rapport. A #watercooler channel can be a virtual break room where team members can share jokes, stories, and casual updates. Additionally, a #general channel can be used for important company-wide updates.

2. Processes & Automation

Asynchronous work is vital.

Team members may be spread across different time zones, working various hours.

Robust processes and automation are crucial to managing this effectively.

• Leverage Tools Like Asana, Notion, and HubSpot: These tools help streamline workflows and keep everyone on the same page, regardless of when they're working. For instance, Asana can manage tasks and projects, Notion can serve as a knowledge base, and HubSpot can handle sales workflows.

• Automate Routine Notifications: Create channels in Slack for automated updates. For example, a #sales-bells channel can notify the team of deals won, deals lost, or new inbound leads through HubSpot workflows. This keeps everyone informed without requiring real-time communication.

3. Meetings & Async Work

Meetings in a remote environment are more important than ever but must be effective. Poorly run meetings can waste time and drain energy.

• Consider the Cost of Meetings: Before calling a meeting, consider the cost of participants' time and the hourly rates of those involved. Ensure every meeting has a clear purpose and value.

• Adopt Standard Meeting Practices: To make meetings more effective, follow these well-known tips:

  • Have a clear agenda.

  • Take detailed notes.

  • Send a follow-up message in Slack summarising the meeting, including action items, due dates, and owners.

• Prioritize 1:1 Meetings: One-on-one meetings are crucial for remote teams. These sessions provide an opportunity to address individual team members' professional and personal needs. Use this time to build trust, provide support, and give personalised feedback.

4. Remote Culture

Building a strong team culture is arguably the most crucial aspect of remote team success. Without the physical presence and 'office vibes', remote teams need to feel connected and valued.

• ECore Values: Establish and nurture core values such as trust, accountability, and openness. These values form the foundation of a positive and productive remote culture.

• Encourage Participation and Engagement: Create an environment where team members feel safe speaking up and sharing their ideas. Regularly check in with team members, especially those who frequently have their cameras off during meetings. This could be a sign they need extra support.

• Celebrate Achievements and Milestones: Recognize and celebrate individual and team achievements. This can be done through virtual award ceremonies, team meeting shout-outs, or a dedicated Slack channel for celebrating wins.

5. Accountability

Accountability is the bedrock of a thriving remote culture. Without accountability, there can be no real progress or success.

• Establish Clear Expectations: Make sure every team member knows what is expected of them, from sales goals to day-to-day tasks. Clarity in expectations helps everyone stay on track.

• Promote a Culture of "Do What You Say": Encourage team members to follow through on their commitments. Whether it's hitting sales targets or making a certain number of cold calls, accountability ensures reliability and builds trust within the team.

• Build Autonomous Teams: Empower your team members to take ownership of their work. Provide them with the tools and support to work independently and make decisions.

Summary

While many companies are returning to the office, I firmly believe in the superpowers of remote work.

Remote work offers unique advantages. It offers freedom, access to diverse talent, and happier, more productive teams, ultimately leading to greater profits.

Thank you for taking the time to read this, see you all next week.