Remote Sales Team Management


Human Resources Management (HRM) Management & Leadership Sales & Marketing

Course Info

Code PM1-116

Duration 5 Days

Format Classroom

Remote Sales Team Management
Available Dates City Fees Actions

Course Summary

 

With the recent global transition to primarily online and remote functions, this has caused organisations to follow suit. However, this is not an inherently bad decision. Remote team management often becomes necessary as organisations expand internationally, and it is essential to know how to communicate with remote employees effectively.


 

 

Before addressing the customers, an organisation needs to recognise the capabilities of their international employees and how they can be best utilised. International employees often are a considerably more knowledgeable on different regions and grant insight on specific customer demands and trends. This will allow the sales team to adjust their approach and communication style to be most suitable. 


 

 

Sales management should also focus on the employee. Their requirements will differ from existing employees, and the responsibility relies on the employer to meet these needs. They must implement appropriate methods of stress reduction and offer rewards and incentives relative to those individuals to ensure they remain motivated and engaged within the role. Meeting these needs remotely can come with specific challenges, but with regular and thorough communication, all challenges should have minimal impact.


 


 

During this course, you’ll learn:


 

To understand the vitality of effective remote sales team management within an organisation.
To evaluate the necessity of remote teams within sales and the benefits and limitations.
To closely engage with the sales teams and build strong relationships to help encourage increased work productivity.
To review the concepts, principles, and purpose of leading, motivating and developing international teams.
To recognise the influence culture has on the selection process.
To utilise international teams to ideally engage with customers in different regions.
To develop varied communication styles to best accommodate international employees and customers.

 

This course is designed for anyone within an organisation that’s responsible for managing international and remote sales teams. It would be most beneficial for:


 

Operations Managers
Sales Directors
Regional Managers
Business Owners
Sales Executives
Sales Managers
Marketing Directors
Chief Sales Officers (CSOs)

 

This course uses a variety of adult learning styles to aid full understanding and comprehension. Participants will review case studies of real-world organisations that have established remote sales teams to highlight key areas of management and areas where management efficiency may be lacking.


 

 

Participants will partake in a combination of different learning methods to guarantee a full and comprehensive understanding of the taught content. These include group discussions, presentations, individual and group activities. Working individually and in groups will allow for the participants to practise and demonstrate any relevant practical skills offer and receive feedback from others.


 


Course Content & Outline

 

Section 1

 

Introduction to Global Sales Demands
Identifying how customer demands and wants vary depending on region.
Managing customer expectations during shifts in market demands.
Monitoring customer behaviours and attitudes and how these influence buying habits.
Investigating current and past market trends to accurately predict and prepare for future trends.
Transitioning from transactional to consultative selling. 


 

 

Section 2

 

Consultative Sales Approach
Developing strong communication skills including questioning, listening and negotiation.
Growing sales through an emotional approach – engaging with customers on an emotional level to influence buying.
Adding value through the process of storytelling.
The secrets of selling at full price.
Upselling and cross selling products or services.


 

 

Section 3

 

Cross-Cultural Communication
Understanding how communication expectations vary from region to region.
Evaluating how change in customer demands depending on region and accessibility.
Engaging with international employees to establish relationships remotely.
Providing relevant rewards and incentives for maximum productivity.
Navigating business etiquette through the cultural and language barrier.
Setting mutual expectations.


 

 

Section 4

 

Leading International Teams
Accommodating international time zones so business burdens do not heavily rely on one particular team.
Assessing how culture will impact the hiring process.
Coaching and retraining employees to be culturally sensitive and aware.
Motivating and encouraging outstanding work through rewards and incentives.
Establishing reasonable and desirable targets.


 

 

Section 5

 

Managing Efficiency Internationally
Managing relationships through different regions and time zones.
Emphasising effective time and stress management.
Closely organising and scheduling day-to-day tasks to be available whenever needed.
Delegating task accordingly depending on employee strengths and weaknesses.
Frequent communication to ensure all team members are performing to expectations.

Certificate Description

Upon successful completion of this training course, delegates will be awarded a Holistique Training Certificate of Completion. For those who attend and complete the online training course, a Holistique Training e-Certificate will be provided.

Holistique Training Certificates are accredited by the British Accreditation Council (BAC) and The CPD Certification Service (CPD), and are certified under ISO 9001, ISO 21001, and ISO 29993 standards.

CPD credits for this course are granted by our Certificates and will be reflected on the Holistique Training Certificate of Completion. In accordance with the standards of The CPD Certification Service, one CPD credit is awarded per hour of course attendance. A maximum of 50 CPD credits can be claimed for any single course we currently offer.



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Course Video



Categories

Human Resources Management (HRM) Management & Leadership Sales & Marketing

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