How remote leaders can help their team become more effective through digitalization

By Henrik Troselius - May 16, 2019

Distributed sales organizations and retailers face a unique challenge: ensuring consistency amongst all team members while also promoting growth and increasing performance. For remote leaders like sales managers, regional managers, and company executives, it may feel like your on-the-ground employees are out of reach. But, with the right initiatives, culture of learning and development, and the tools to engage all levels of sales organizations, you can succeed in helping your team become more effective.

Set employees up for success

With digitalization across industries, and companies putting a greater emphasis on equipping their employees with the literal tools for success, there's no excuse for sales organizations to not be providing their teams with the means to be productive.

The advent of technology and the digitization of many processes that were once entirely manual, means that there is more transparency and communication within organizations. For remote leaders, this is especially great news. It allows you to be able to more aware of what goes on, while also having a greater presence, even to those you don't always see face-to-face.

But the tools must be implemented correctly and your employees must have a clear understanding of how having more access to their leadership will improve their effectiveness.

Monitor results

It's no use for leadership in sales organizations to have greater transparency and access into their teams without being able to measure the effects. As leaders in modern businesses work to instill cultural values like communication and education into their organizations through the use of technology, you need to be able to clearly identify what is working and what is not.

As with any organizational change, there can be issues with adoption, onboarding, and implementation. Tracking results, whether that be in the form of employee satisfaction, or actual sales targets, is crucial.

Decide from the start what activities you want to engage in to help your team improve and feel supported. It could be through direct means of feedback, coaching and learning opportunities, increased responsibilities, or all of the above. In each case, determine appropriate KPIs to measure against, and look for issues that may arise.

Be streamlined

A main issue for remote leaders working with distributed teams is that things can often feel disjointed. Because of this, in order to be most effective, you should be looking for solutions that allow for the most possible streamlined organization and integration across the board.

Not only should you have a means for communication and delivery of coaching, potentially a learning management system, and sales enablement for delivery of resources, but you should be able to integrate all these components together to understand how each directly impacts sales performance.

Encouraging a greater level of streamlined processes within your organization can also build trust in you as a leader in your organization, as well as decrease the likelihood your employees feel frustrated or overwhelmed by the initiatives. When it comes to sales in particular, you want to ensure your team is taking care of their customers and prospects. To guarantee that, you should be ensuring that your team is being taken care of by you.

Technology and the age of digitalized sales teams makes remote leadership simpler and much more effective. But there is a right way and a wrong way to go about it. With digitalization remote leaders can help their sales teams to improve performance, but it takes setting staff up for success, monitoring the results, and ensuring the whole process is as easy and streamlined as possible.

Want to learn more about how to do digitalization of sales right? Download our E-Book: Sales enablement and digitalization: What could you be doing better?

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