Crafting a Successful Virtual Sales Team: Strategies and Tips

By Rad Aswani

The world of sales is evolving rapidly, and virtual sales teams are at the forefront of this transformation. As organizations embrace remote work and tap into global talent pools, the way sales teams operate is shifting. Are you ready to harness the power of virtual sales teams and optimize your sales process? Join us on this journey as we dive into the strategies and tips for crafting a successful virtual sales team.

Key takeaways

  • Virtual sales teams have seen a rise in popularity due to remote working, allowing businesses to access larger talent pools and reduce overhead costs.
  • Organizations must choose between an in-house or outsourced approach when building a virtual team, taking into account expertise, budget and corporate objectives.
  • Successful virtual sales teams are achieved by hiring the right personnel, setting clear goals/expectations & investing in technology/resources for collaboration & training purposes.

The rise of virtual sales teams


The expansion of remote work has fueled the growth of virtual sales teams, including remote sales team, offering businesses the opportunity to:

  • Access a more extensive talent pool
  • Decrease overhead expenses
  • Decrease overhead costs
  • Source talent from any location
  • Improve cost-efficiency without the need for a physical office space
  • Conduct virtual sales meetings more efficiently, saving valuable time on commuting.

However, virtual sales teams also face challenges, such as maintaining enthusiasm and motivation through virtual tools like Zoom. Overcoming these obstacles requires establishing a strong foundation, investing in suitable technology, and fostering a collaborative virtual sales culture.

In-house vs. outsourced: Choosing the right approach


A critical consideration when building a virtual sales team is the decision between an in-house sales team and an outsourced approach. In-house teams require a more significant investment of time, training, and resources, but offer increased oversight and control. On the other hand, outsourcing can be more efficient in terms of time and resources, but may be more costly and less adaptable. Factors such as expertise, budget, and corporate objectives should be taken into account when selecting the right approach for your organization.

Creating a cohesive and efficient team necessitates considering virtual sales team building, regardless of the chosen approach. Leveraging tools like Customer Relationship Management (CRM) systems, such as Zendesk Sell, can streamline the sales process and enable effective oversight and management of virtual teams.

Key components of a high-performing virtual sales team

Building an effective virtual sales team requires a focus on hiring the right sales professionals, establishing clear goals and expectations, and investing in the necessary technology and tools to support their success.

Examining these key components in depth will reveal their contribution to the effectiveness of a virtual sales team.

Hiring the Right Talent

Recruiting for a virtual sales team necessitates prioritizing skills such as self-motivation, communication, and the ability to adapt to remote work environments. Attitude is even more important than experience when recruiting Sales Development Representatives (SDRs). Dynamic interviews can assist in recognizing candidates who are adept at managing pressure and are more suitable for a virtual sales team, while a comprehensive onboarding process is essential for remote hires.

Engaging virtual sales agents on a contract, monthly, or per-project basis can provide increased flexibility to accommodate high-volume periods and the evolving needs of the business and customer base. This arrangement allows organizations to scale their virtual sales teams as needed, ensuring they have the right talent in place to drive success.

Establishing clear goals and expectations

The establishment of clear goals and expectations for virtual sales teams aids in aligning with overall business objectives and provides a measure for success. Clear expectations aid sales agents in organizing their time and efforts to achieve maximum productivity. It is also important to consider each salesperson’s vision of success, recognizing the distinction between achieving organizational objectives and fulfilling their own aspirations.

Consistent communication and regular check-ins with virtual sales reps can help keep them aligned with these goals and expectations, fostering a sense of accountability and engagement within the team. Sales managers play a crucial role in ensuring this process runs smoothly.

Investing in technology and tools


For efficient and effective operation, your virtual sales team must be equipped with the right technology and tools. Having a virtual sales team requires a few key tools. These include:

  • A Sales-focused CRM
  • Virtual office software
  • Pipeline management tool
  • Email marketing software
  • Social media monitoring tool
  • Digital content monitoring tool

Having these tools in place will help your virtual sales team succeed in their roles.

Video conferencing platforms, such as Kumospace, Slack and Google Hangouts, can optimize team meetings and check-ins, ensuring effective communication and collaboration among remote team members. Investing in high-quality video conferencing tools can offer virtual sales teams engaging features such as digital whiteboards, gamification, and collaboration tools, creating a more unique virtual sales environment.

These investments not only support the day-to-day operations of the team but also contribute to building a strong virtual sales culture.

Create a virtual sales floor

Virtual sales teams can significantly benefit from using virtual office software like Kumospace to streamline communication, foster collaboration, and enhance productivity. Traditional methods of communication, such as email, team chat, and standard video calls, often fail to recreate the dynamics of a physical office, where impromptu meetings and water-cooler conversations can lead to valuable insights and stronger team cohesion. Virtual office software mimics the layout and interactive possibilities of a real-world office environment in a digital space, allowing team members to move freely, join different conversation groups, and collaborate on tasks in a more organic manner. This setting enables virtual sales teams to maintain a sense of community and culture, which is crucial for motivation and long-term success. Furthermore, the ability to share files, annotate documents in real-time, get AI meeting summaries, and integrate with other business tools within the virtual space increases efficiency and allows for a more seamless workflow. In essence, virtual office software like Kumospace acts as an enabler, making it easier for virtual sales teams to interact, collaborate, and achieve their goals.

Nurturing a collaborative virtual sales culture


A collaborative virtual sales culture can be created by encouraging open communication, promoting teamwork, and implementing remote team-building activities, thereby maintaining strong relationships among team members. Empowering virtual sales team members can enable them to experience a sense of productivity and establish a regular work pattern that allows them to switch between work and leisure.

It’s vital to build trust with virtual sales team members, as this can lead to reduced stress levels, increased energy, and fewer absences. Strategies to mitigate loneliness and disconnection among virtual sales teams may include optional virtual watercooler meetings, providing virtual co-working opportunities through a virtual office or video conferencing, and incorporating ice-breakers or engaging activities into standing meetings. These efforts contribute to a positive and collaborative virtual sales culture, driving long-term success.

Enhancing virtual sales skills and training


Virtual sales teams can optimize their efficiency and effectiveness by providing ongoing learning opportunities and focusing on advanced selling techniques. Training and mentoring from sales leaders can help develop crucial sales skills, driving better results for your sales organization. Advanced selling techniques, such as customer segmentation, value-based selling, and consultative selling, should be imparted to virtual sales teams to ensure they remain competitive in the evolving sales landscape.

A consultative approach prioritizes understanding customer needs and providing tailored solutions to address them, helping virtual sales teams to better serve their customers. Developing relationships with customers and offering ongoing support can further enhance the effectiveness of virtual sales teams.

Monitoring performance and adjusting strategies


A successful virtual sales strategy heavily relies on the tracking of key sales metrics. Metrics such as:

  • Email open rates
  • Click-through rates
  • Sales call to meeting conversion rates
  • Closed sale rates

KPIs should be monitored to evaluate the performance of your virtual sales team. Identifying areas for improvement enables data-driven decision making to optimize the virtual sales process and yield better results.

Intervening with a virtual sales team’s work is only necessary if their performance metrics appear unsatisfactory. By focusing on continuous improvement and adjusting strategies based on performance data, you can ensure your virtual sales team remains agile and adaptable to changing market conditions.

Leveraging social selling and digital channels


Leveraging social selling and digital channels can help virtual sales teams engage with prospects, share valuable content, and build trust with potential customers. Some ways to do this include:

  • Engaging prospects on social media channels, such as LinkedIn, Twitter, and applicable Facebook groups
  • Establishing a presence on these platforms and sharing valuable insights
  • Fostering credibility and trust among potential customers

In addition to social selling, virtual sales teams can employ strategies to motivate prospects to engage in demos or product presentations, such as offering incentives like discounts or gift cards. Implementing engaging tactics like live polls, product demos, and digital collaboration tools can also make virtual sales calls more interactive and memorable for prospects.

Addressing challenges and overcoming obstacles


Addressing challenges and overcoming obstacles in virtual sales teams requires proactive communication, flexibility, and a commitment to continuous improvement to ensure long-term success. Sales incentives, such as discounts, time-limited offers, free upgrades, and bonus features, can be utilized to motivate and engage virtual sales teams.

Identifying operational inefficiencies and implementing key steps to address these challenges allows virtual sales teams to surmount obstacles and continue driving sales success. A commitment to ongoing improvement and a willingness to adapt to changing market conditions are key to ensuring the long-term success of your virtual sales team.


In conclusion, crafting a successful virtual sales team involves a combination of hiring the right talent, setting clear goals and expectations, investing in technology and tools, nurturing a collaborative virtual sales culture, enhancing sales skills and training, monitoring performance, adjusting strategies, and leveraging social selling and digital channels. By focusing on these essential elements and overcoming the challenges of remote work, virtual sales teams can drive long-term success and transform the way organizations approach sales in an increasingly connected world.

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Headshot for Rad Aswani
Rad Aswani

Rad has over 7 years of experience in Marketing. Currently, she is the fun Digital Marketer at Kumospace. She leads initiatives such as influencer marketing, SEO management, and social media to name a few. Outside of work, Rad enjoys traveling, working out, and spending time with her family and friends.

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