Imagine this: You have recently transitioned your sales force to remote work, and now it's time to make new hires. But amidst the ocean of resumes and video interviews, how do you recognize who will thrive and bloom in a remote environment, and who will flounder, causing chaos and missed targets? As seasoned sailors know, the remote sales ship sails smoothly only if you avoid hauling onboard any of those dreaded personalities whose negative impact on the team dynamics will knock your business off its course.
In this post, we will navigate through the murky waters of remote sales hiring. We will identify which personalities should not be part of your crew so that you can steer your remote sales ship to success, achieving goals you never thought possible. So, hoist the anchor and let's embark on this enlightening journey, that will uncover the secrets to a stellar remote sales team!
1. Non-Negotiable Qualities for Remote Sales
When hiring a remote salesperson, it is essential to look for candidates with certain non-negotiable qualities, as these traits will ensure their success and adaptability in a remote work environment. One such quality is Drive, which is made up of Need for Achievement, Competitiveness, and Optimism. This particular trait is crucial for remote salespeople, as it determines their level of motivation and productivity while working without supervision.
A high Need for Achievement propels individuals to be self-disciplined and driven to excel in their job, despite the challenges they may face. Keep an eye out for these personalities in the hiring process, as they will be an invaluable asset to your remote sales team. [1][2]
2. Adaptability: Key Trait for Remote Sales Success
Adaptability is a crucial attribute for remote sales representatives to thrive in today's rapidly changing business environment. Highly adaptable sales reps can quickly learn new skills, modify their approach, and respond effectively to unforeseen challenges, ensuring that they remain competitive in the marketplace. By demonstrating an ability to adjust, remote sales professionals can successfully navigate dynamic situations while providing exceptional service to prospects and customers. As organizations increasingly shift towards remote work, cultivating a team that values adaptability is imperative for achieving long-term success and staying ahead of the competition.
3. The Connection Between Need for Achievement and Sales Ability
The Need for Achievement has a strong connection to sales ability, particularly for remote sales roles. Salespeople with a high Need for Achievement are driven to succeed and adapt to the ever-changing environment of remote selling. They are attracted to sales careers as it allows them to take responsibility, exercise creativity, and track their success. These individuals are more likely to be self-motivated, disciplined, and persistent in their sales efforts. When hiring for remote sales positions, it's crucial to consider candidates with this non-teachable trait as they are more likely to thrive and deliver results.
4. Low-Drive Salespeople and Their Impact on the Sales Team
One major concern when hiring remote salespeople is the risk of hiring a low-drive individual. These salespeople often lack the discipline and motivation needed to succeed in the competitive sales environment. Consequently, they may not be able to adapt quickly to the demands of remote work, which can significantly impact the overall performance of the sales team.
Low-drive salespeople usually struggle with time management and tend to procrastinate more. This may result to a drop in productivity and a negative impact on the team's morale. To avoid such issues, sales managers should prioritize hiring driven and adaptable candidates who possess the non-negotiable qualities of achievement, competitiveness, and optimism.
5. The Cost of Underperforming Salesperson in Remote Work Settings
The cost of hiring an underperforming salesperson for remote work can be substantial and detrimental to a company's bottom line. Employees with low Need for Achievement may view remote work as an opportunity to slack off and be unproductive, ultimately costing the company six to seven figures annually in lost revenue. Several such employees on one team can be disastrous. As businesses increasingly adopt remote work, it becomes crucial for employers to identify and avoid hiring underperforming salespeople, as they contribute to the 65% of businesses that fail within their first ten years.
6. The Challenges of Managing a Remote Sales Team
The challenges of managing a remote sales team often arise from the lack of face-to-face interaction, time zone differences, and varied working styles. It is crucial to establish trust and open communication between team members to foster a collaborative work environment. Implementing the right technology, such as virtual training tools and messaging apps, can help streamline processes and maintain productivity. Additionally, being mindful of individual personality types during hiring can have a significant impact on the overall success of the remote sales team.
7. Office Teams Outperform Remote Teams across all Skill Levels
In today's increasingly connected world, remote teams have become more popular than ever. However, research indicates that office teams tend to outperform remote teams across all skill levels. This could be attributed to the direct interaction and close collaboration that take place in in-person environments. While remote work offers flexibility and autonomy, it is essential for companies to recognize the value of face-to-face communication and teamwork. Adopting a hybrid work model, where employees can work remotely but also have access to in-person collaboration, could be the key to achieving the best results for both employees and employers.
8. Trade-Offs of Remote Sales Teams
The implementation of remote sales teams brings several trade-offs that organizations should consider. On one hand, remote work offers flexibility, cost savings, and access to a diverse talent pool. However, there are potential downsides such as reduced team cohesion and lower overall performance compared to on-site teams. Additionally, some individuals may struggle with maintaining productivity and managing mental and emotional well-being in remote settings. Therefore, companies need to weigh the pros and cons of employing remote sales teams and carefully select individuals who can thrive in such environments.
9. In-Person Interaction and its Benefits for Sales Teams
While remote work has its advantages, sales teams can benefit significantly from in-person interaction. Face-to-face communication allows for instant feedback, encourages collaboration, and fosters camaraderie among team members. It can also improve relationship-building with clients and lead to more effective selling strategies. In-person meetings allow sales professionals to read body language, adjust their pitch accordingly, and provide a personalized experience for the customer. Additionally, sales reps can learn from observing their senior colleagues in action, ultimately boosting their skills and overall productivity.
10. Remote Work Environment vs. On-Site Teams: A Correlation
Remote work environments have become increasingly popular in recent years, thanks to advancements in technology and the desire for a better work-life balance. In comparison to on-site teams, remote workers have demonstrated increased productivity and job satisfaction, as well as reduced absenteeism and turnover rates. However, it is crucial for organizations to carefully consider the personalities of potential remote employees, as some individuals thrive in remote environments while others may struggle. A strong remote work culture can be established by hiring individuals who are self-motivated, responsible, communicative, and able to effectively manage their time.