6 Tips to Manage a Remote Sales Team in 2024


As we move through 2024, the work landscape is significantly transforming, with a notable shift towards remote and hybrid work models.

Statistics from Forbes reveal a telling trend: 12.7% of employees now work entirely remotely, while 28.2% follow a hybrid schedule. 

The trend towards remote work continues to gain momentum, with most workers prefer some form of remote work arrangement. 

While this shift brings several benefits, such as increased productivity and reduced costs, employees often encounter challenges, such as distractions, communication barriers, and feelings of isolation. 

It’s crucial to effectively manage your remote sales teams to ensure employee engagement and optimal performance.

In this blog post, we will provide six effective strategies to manage a remote sales team in 2024 successfully.

1. Be Clear About Your Expectations

Clear expectations are crucial in remote work, mainly after many companies have engaged in widespread remote operations. 

Your job as a manager shifts from simply supervising assignments to guaranteeing transparency in all aspects of your team’s work. 

Here are some ways you can successfully establish these expectations:

  • Set Boundaries and Provide Guidelines: As remote work may be a new experience for some employees, it is essential to establish well-defined boundaries and guidelines. Your team must know what is expected of them, from work hours to task completion.

  • Review the Basics: If your team is new to remote work, make yourself available to address any questions. Clarify milestones, priorities, and targets to ensure they understand them thoroughly. It’s not just about assigning tasks; it’s about effective communication.

  • Regular Updates on Company Affairs: Keep your team in the loop regarding staffing changes, policy updates, and other company news to foster a sense of belonging and keep them connected. Remember, communication should be confined to standard office hours to respect personal time.

  • Setting Deadlines and Outlining Work Scope: Define the scope of work clearly, set achievable deadlines, and avoid ambiguity in tasks to maintain productivity. Clear deadlines help to maintain a steady workflow and track progress.

  • Provide Detailed Instructions: Every task assigned should come with detailed instructions. This ensures your team spends less time deciphering the task and more on executing it efficiently.

  • Flexibility in Expectations: Flexibility is critical when unforeseen circumstances impact deadlines. Adapting to changes boosts morale and maintains workflow.

2. Create a Daily Check-in Plan to Manage a Remote Sales Team

A daily check-in routine is a powerful tool to manage your remote sales team. Starting the day with a specific check-in time instills responsibility and structure.

Here’s why incorporating this into your daily remote work management is beneficial:

Daily check-in plan to manage a remote sales team

3. Encourage Dialogue and Two-Way Communication:

The importance of two-way communication in managing remote sales teams cannot be overstated. 

Open dialogue is crucial for engaging employees, understanding organizational changes, and fostering a supportive work environment, especially in a remote setting where physical cues are absent.

Here are some practical ways to implement this:

  • Foster Open Communication Channels: Ensure employees know their input is valued. Clear understanding of decisions and changes within the organization is more impactful than mere change initiatives.
  • Enable Emotional Expression: Provide platforms for employees to express and manage emotions freely, especially during challenging times. This openness is vital for maintaining team morale.
  • Build Relationships with Regular Interactions: Use video calls and team meetings to understand team challenges and needs, replacing the gap left by the lack of in-person interactions.
  • Practice Active Listening: Engage in active listening and ask open-ended questions to build trust and show genuine interest in team members’ perspectives.
  • Encourage Camera Use in Meetings: Promote cameras during virtual meetings to aid in reading non-verbal cues like body language and facial expressions.

4. Trust Your Remote Workers

As a sales manager, it’s crucial to recognize that while working remotely can be challenging due to the lack of constant visibility, relying on micromanagement is counterproductive. 

Trusting your remote sales team means more than just assigning tasks; it’s about having faith in their ability to carry out these tasks efficiently. 

Shifting your management style from supervision to empowerment can be the key to developing a motivated, productive, and independent team. 

Here’s how you can build this trust:

How to build trust to manage your remote sales teams.

5. Focus on Results, Not Activities

Traditionally, productivity was measured by the number of hours worked or the specific tasks completed. 

However, in a remote sales team, it’s more effective to focus on the outcomes and results achieved rather than the time spent on tasks. 

This strategy fosters a culture of trust, giving employees the autonomy to take ownership of their work, ultimately leading to enhanced efficiency and productivity.

Here are some best practices:

  • Set Clear, Outcome-Oriented Goals: Define success for each role and task. Focus on what needs to be accomplished rather than how it’s done.
  • Simplify Approval Processes: Reduce lengthy approval processes that can hinder productivity. Adopt a more streamlined approach to get things done faster.
  • Rethink Meeting Structures: Opt for asynchronous communication, like emails or collaborative tools, instead of traditional meetings. Schedule collaboration sessions at mutually agreeable times, maximizing the use of virtual tools.
  • Measure Productivity by Results, Not Hours: Avoid using hours worked as a productivity metric. Concentrate on the quality and impact of the work completed.
  • Empower Employees with Autonomy: Trust your team to manage their tasks. Let them work at their own pace, which can increase job satisfaction and ownership of their work.
  • Regularly Review and Adjust Goals: Periodically assess the set goals and their relevance to the current market and organizational needs. Adjust them as necessary to stay aligned with broader business objectives.

6. Promote Work-Life Balance and Mental Health

Many people choose remote work because it offers flexibility and eliminates commuting. 

However, working from home can make maintaining a healthy work-life balance challenging. It’s essential to have strategies in place to achieve this balance intentionally. 

Your company can help by promoting a culture that values mental well-being and time off. This can reduce the pressure to be constantly available, which can negatively affect employees’ mental health.

Here are some best practices:

  • Encourage Time Off and Flexible Work Arrangements: Offer generous PTO policies, encourage mental health days, and consider options like a 4-day work week.

  • Implement a Communication Policy: Set clear boundaries for responding to work-related messages. Discourage communication outside of work hours and promote asynchronous communication to reduce pressure.

  • Establish an ‘Unplug Hour’: Dedicate a specific hour during the workday when no meetings are scheduled, and no work-related messages are sent. This gives everyone a chance to refresh and refocus.

  • Designate ‘No Meeting Days’: Regularly schedule days with no meetings to allow for deep, uninterrupted work, fostering productivity and mental clarity.

  • Use ‘Do Not Disturb’ Signs: Encourage employees to set their status to ‘Do Not Disturb’ on communication tools when they need focused time, supporting a culture of respect for individual work patterns.

  • Equip New Hires for Success: Include tips on building a healthy routine, managing time effectively, creating a dedicated workspace, and asking for help in onboarding.

  • Motivate Employees to Take Time Off: Many remote workers need help disconnecting despite offering unlimited PTO. Regularly remind and encourage your team to use their vacation time for rest. 


Remote sales team management success is dependent not only on strategies but also on the people behind them. 

It is crucial to embrace change, cultivate a culture of trust, and recognize the human aspect of each team member. 

To ensure that you are on the right track, CloudTask Marketplace is your perfect partner. 

You can quickly discover and connect with highly qualified remote sales professionals perfectly aligned with your RevOps needs. Enhance your team with individuals who possess the necessary skills and are an excellent match for your specific business requirements.

Become a part of the CloudTask Marketplace and start creating a team of outstanding remote professionals.