Managing a remote team

Managing a remote team is, nowadays, becoming a norm. But this is not a new model. Before the pandemic we are experiencing these days, it was already applied by a good number of companies. We believe it will become, more and more, an effective and productive way to manage teams. Better time management and reduced travel costs, with an evident impact on what we have to do to mitigate our impact on climate change.

Technology has enabled the creation of new working models, bringing a world of possibilities and tools. These allow us to be productive without having to travel. But today we want to focus on managing a remote a sales team.

Sales team management fundamentals

The fundamentals and basic elements of the management of a sales team must remain, despite the distance. We must keep everyone aligned on a common vision, knowing where we are going and what we need to do to get there.

There are also essential conditions to guarantee the effectiveness of the model. Today we bring the axis which are fundamental, according to our experience. We will not mention basic elements such as having a defined a workspace (home), routines and schedules, which are, of course, essential.


Maintaining a high level of trust is crucial for the model to work. We no longer live in a time when the boss had to be in the same space to “control” his teams. We know it was probably an illusion. Rigour must be, of course, underlying, but a climate of flexibility – and even empowerment – will boost performance.


The success of the model depends on the effectiveness of technology. Ensuring the correct setup of video calls, on zoom, webex, Skype, or other, will be the basis for the plan to be consolidated. Organize a brief training session for those who have never used it and explore the main possibilities. It will surely surprise people.

Plan and agenda

A clear plan, accompanied by an organized agenda, will help to create focus. Defining moments of feedback, helping to manage expectations, allows everyone involved to have a better level of organization.


The clear redefinition of the specific objectives for the period, and the analysis of results will continue to be vital. Each member of the team must know their goals and any gaps from the expected performance. Last but not least, what to do to correct the trajectory and bridge the gaps. More than ever, your management dashboard must be effective and shared with transparency. Everyone wants to know where they are, and particularly in sales, it will be a motivator and an aggregator of efforts.

Effective communication

The main driver of managing a remote team is the effectiveness of communication. It must be, thus, fluid and well-prepared. For example, when you have team sessions, there should be an agenda and rules for effective and productive exchange. Everyone must prepare in advance and allow constant share of information. The leader must explain the “house rules”, allowing for constant contributions and improvements when necessary.

Micro management is over

Video communication will enhance levels of responsibility, helping to focus on the essentials. But people must understand that this new management model also holds them accountable, forcing them to better manage their time. It is an opportunity for a better professional and personal balance, with a focus on achieving sales objectives. Ultimately, results are expected.

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