How to Manage a Remote Sales Team with Videos

Are you using video for managing sales teams? You should be! Videos can streamline your onboarding, training, and communication processes. Videos also make digital marketing a lot easier. How can a digital marketer or agency owner use videos to lead their remote sales teams? Read on for our expert tips on video sales team training.

What is a Virtual Sales Team?

A virtual sales team is a group of sales professionals who work remotely, often from different geographic locations, using digital tools to communicate, manage relationships, and close deals. Unlike traditional in-office sales teams, virtual sales teams do not operate from a central office. Instead, they rely on video conferencing, CRM platforms, email, chat, and cloud-based collaboration tools to perform their daily tasks.

Virtual sales teams are commonly found in businesses that sell products or services online, operate across multiple time zones, or prefer flexible work arrangements. The model has grown in popularity due to advances in technology and the shift toward remote work. Managing a dispersed team like this requires consistent communication, reliable systems, and a clear structure, especially when you're working to strategically build trust and accountability at a distance.

Virtual sales teams rely on video, trust, and structure to succeed.

Remote Selling vs In-Office Selling:

Remote selling and in-office selling share the same goal, closing deals and driving revenue, but they differ significantly in how sales activities are carried out. Understanding the differences can help businesses choose the right structure for their team or adjust their processes for better results.

1. Communication Methods

• Remote Selling:
  Relies on tools like Zoom, Microsoft Teams, Slack, and email for communication. Meetings, presentations, and demos are conducted virtually. Clear written and verbal communication becomes critical.
• In-Office Selling:
  Face-to-face interactions are common within the team and with local clients. Quick updates or feedback often happen in person, and body language can play a stronger role during meetings.

2. Collaboration and Supervision

• Remote Selling:
  Requires structured check-ins, regular virtual meetings, and strong use of shared tools (e.g., CRMs, project management platforms). Sales managers must rely on digital dashboards to track progress.
• In-Office Selling:
  Team members can collaborate in real time. Managers have direct visibility and can provide immediate feedback or support during live conversations or walk-in meetings.

3. Flexibility and Scheduling

• Remote Selling:
  Offers flexibility in working hours, especially when serving clients across different time zones. Sales reps often manage their own schedules, which can lead to higher productivity if well-organized.
• In-Office Selling:
  Usually follows fixed hours. Less flexibility, but easier to maintain consistent schedules and immediate team availability.

4. Technology Dependence

• Remote Selling:
  Strong internet connectivity, reliable software tools, and digital security protocols are essential. Downtime or tech issues can disrupt operations.
• In-Office Selling:
  More control over the tech environment, with on-site IT support and infrastructure in place.

5. Client Interaction

• Remote Selling:
  Best suited for national or international clients. Virtual sales cycles may be shorter since meetings can be booked more easily. However, building rapport may require extra effort.
• In-Office Selling:
  Ideal for local sales where face-to-face meetings are valued. In-person visits can strengthen relationships but often require more time and travel.

6. Cost Considerations

• Remote Selling:
  Reduces overhead costs such as office space, utilities, and in-office equipment. Travel expenses are also minimized.
• In-Office Selling:
  Involves higher fixed costs but may offer more structure and predictability for team coordination.

Remote selling isn’t just different—it can be more efficient and scalable.

What are the Benefits of Remote Selling?

Remote selling is the new way of doing business. You may have heard of businesses doing virtual selling or remote selling in the past, but thanks to the pandemic, the process of closing sales without in-person contact has become the new norm.

Over the last 2 years, sales teams and clients have avoided all physical contact and have still achieved equal (or even better!) sales numbers. In fact, it's never been easier to reach out and sell products or services (or close deals with potential investors) without physical contact.

For many organizations, embracing remote selling has helped strengthen the overall sales team’s adaptability, allowing them to respond to shifting market demands faster and more efficiently. Some benefits of remote selling include:

#1: It Saves Businesses Money

The biggest benefit of remote sales is probably the money saved. You don’t have to pay for tons of office space or rental costs when your sales team is entirely remote. No office means no need to travel a long commute, which again adds up to more savings on fuel and public transportation costs. And let’s not forget that the cost of expensive equipment is also reduced—you can save up and use that money for a home office or applications for your business instead.

#2: It’s More Efficient

Remote selling is efficient. You’re reducing the time wasted on commuting to the office and meetings with clients, and you're freeing up valuable time that can be used for more important business operations. Virtual sales teams don’t have to plan coffee meetings and lunch dates with clients because they’re just a video call away. Your team can use this time to get more leads and close even more sales.

#3: You Can Go Global

There’s no geographical limit to remote selling—you can reach out to prospects or customers from all over the world. You aren’t limited to your office, so as long as you have the right technology and the right team, you can expand and grow your business worldwide.

#4: Grow Your Sales Rep’s Skills

With all the time saved in traveling and commuting, you can help boost your sales teams' skills. Your sales reps will have more time to expand their knowledge and take courses to help them boost their productivity. And overall, most people prefer remote work, so they will probably be happy to be part of a remote team that allows them to work as well as grow their knowledge and skills.

Remote sales reduce overhead, travel, and equipment costs—boosting profitability.

Challenges of Remote Sales

While remote sales offer flexibility, broader reach, and lower overhead costs, they also come with a unique set of challenges that businesses must address to ensure success. Here are some of the most common difficulties faced by remote sales teams:

1. Limited Face-to-Face Interaction

Without in-person meetings, it can be harder to build trust and rapport with prospects and clients. Sales professionals may struggle to read body language, tone, or engagement levels through a screen, which can impact their ability to respond effectively during conversations.

2. Communication Gaps

Remote teams rely heavily on digital communication. Misunderstandings can occur when tone or intent isn’t clear in written messages or when meetings lack structure. Time zone differences can also delay responses and slow down the sales process.

3. Maintaining Motivation and Focus

Working from home can lead to distractions and isolation. Without the energy of an office environment or team around them, some sales reps may find it difficult to stay motivated, organized, and productive over time.

4. Technology Dependence

Sales reps must be comfortable using CRM tools, video conferencing platforms, and other digital sales technologies. Technical issues, such as poor internet connections, software failures, or a lack of proper training, can interrupt calls, demos, or follow-ups and affect performance.

5. Tracking Performance and Accountability

In a remote setting, it can be harder for managers to observe day-to-day activities. Without clear reporting systems and KPIs in place, it’s difficult to identify which reps need support or where bottlenecks are occurring in the sales process.

6. Onboarding and Training

Training new hires remotely can be less effective if the process isn’t well-structured. New team members may feel disconnected or lack the real-time support they would get in an office, which can affect how quickly they ramp up and succeed in their role.

Addressing the Challenges

To overcome these obstacles, remote sales teams should focus on:

• Structured onboarding and regular coaching sessions
• Clear communication protocols
• The right mix of sales and collaboration tools
• Transparent performance metrics
• Frequent team check-ins to build culture and keep morale high

Managing a remote sales team requires structure, communication, and the right tools.

Tips for Managing a Remote Sales Team

Managing a remote sales team requires a mix of structure, trust, and the right tools. When done well, it creates an efficient environment where performance stays high, even without a shared office. Here are practical tips to lead a successful remote sales team:

1. Set Clear Goals and Expectations

Make sure every team member understands what’s expected of them, from daily activity benchmarks to monthly sales targets. Clarity helps prevent miscommunication and keeps everyone focused on shared objectives.

• Use CRM dashboards to track goals
• Share expectations around response times, reporting, and follow-up processes

2. Use the Right Sales Tools

Equip your team with reliable tools for outreach, communication, and tracking. This creates a consistent workflow and reduces friction during the sales process.

Common tools include:

• CRM software (e.g., HubSpot, Salesforce)
• Video conferencing (e.g., Zoom, Google Meet)
• Collaboration platforms (e.g., Slack, Microsoft Teams)
• Proposal and e-signature tools (e.g., PandaDoc, DocuSign)

3. Schedule Regular Check-Ins

Frequent one-on-one and team meetings help keep communication open. Use these check-ins to review progress, provide feedback, and address any roadblocks.

• Weekly team meetings for updates and sharing best practices
• Bi-weekly or monthly one-on-ones to support personal growth and accountability

4. Focus on Results, Not Hours

Remote work offers flexibility, so shift your attention from how long reps are online to what they’re accomplishing. Track performance based on metrics like:

• Number of calls/emails
• Demos booked
• Pipeline growth
• Closed deals

This approach builds trust and empowers reps to work in ways that suit their strengths.

5. Create a Centralized Knowledge Hub

Maintain a shared digital space where your team can find scripts, FAQs, competitive insights, and onboarding materials. This keeps everyone aligned and reduces time spent searching for information.

Consider using:

• Google Drive or Dropbox
• Internal wikis or knowledge bases
• Learning management systems (LMS) for training modules

6. Foster a Team Culture

Remote teams can feel disconnected without casual office interactions. Make space for non-work conversations, celebrate wins, and create a sense of community.

Ideas:

• Use a dedicated Slack channel for social chatter
• Host virtual coffee breaks or team games
• Recognize achievements publicly during team calls

7. Provide Ongoing Training and Coaching

Remote selling strategies evolve quickly. Offer consistent training on product updates, market trends, and new sales techniques. Coaching helps reps refine their approach and stay sharp.

• Record top-performing calls for learning
• Run monthly training sessions
• Encourage peer-to-peer knowledge sharing

8. Collect Feedback and Adjust

Ask for feedback on workflows, tools, and processes regularly. Your reps are on the front lines and can offer valuable insights into what’s working and what’s not.

• Use anonymous surveys or open forums
• Make small adjustments to improve efficiency and morale

Clear goals and transparent metrics keep remote sales teams accountable and focused.

Videos that Can Be Used for a Remote Team

If you want to manage your remote sales team correctly, you should know which types of videos support training, communication, and client engagement. Here are the common types:

Onboarding and Training Videos

Onboarding and training videos are an efficient way to manage large or geographically dispersed sales teams. They help introduce new hires to company culture, policies, and processes without needing one-on-one sessions. To implement this, you’ll need reliable video tools like Zoom or Google Meet, and platforms such as YouTube for hosting or sharing tutorials.

• Product Overview Videos: Explain key features, use cases, and value propositions.
• Sales Process Walkthroughs: Step-by-step videos outlining how leads move through the pipeline.
• CRM How-To Videos: Demonstrate how to log calls, update deals, and manage follow-ups in your CRM.
• Objection Handling Scenarios: Role-play videos that show how to respond to common client pushback.

Internal Communication Videos

Keep the team connected and aligned with regular updates and shared goals.

• Weekly Video Briefings: Quick updates from leadership summarizing key priorities or wins.
• Recognition Videos: Celebrate achievements, top performers, or team milestones.
• Team Building Messages: Lighthearted or motivational clips that maintain morale.
• Sales Enablement Videos

Give reps content they can reference or share with prospects during the sales process.

• Product Demos: Short walkthroughs that highlight specific features or use cases.
• Customer Testimonials: Real clients sharing their experience and results.
• Case Study Videos: Narratives that show how your solution solved a specific problem for a customer.
• Industry Explainers: Context-setting videos that help educate buyers about broader trends or challenges.

Video Prospecting Messages

Remote sales reps can record short, personalized videos and send them via email or LinkedIn to connect with prospects.

• Intro Videos: Quick self-introductions explaining why you’re reaching out.
• Follow-Up Videos: Recap of previous conversations or meetings with a next step.
• Proposal Walkthroughs: A guided video overview of a custom quote or service offering.

Call Review & Coaching Videos

Use recorded sales calls to identify strengths and areas for improvement.

• Call Recordings with Feedback: Managers or peers review recorded calls and add comments or suggestions.
• Best Practices Library: A collection of high-performing call clips for reference and discussion.
• Mistake Analysis Videos: Short breakdowns of what went wrong on a call and how to improve.

Client-Facing Follow-Up Videos

After a meeting, send a short video recap with action items and next steps.

• Meeting Summaries: Reiterate key points, confirm decisions, and keep momentum.
• Contract Explainers: Walk through important contract terms or pricing in plain language.
• Implementation Previews: What happens after they sign shows a smooth onboarding process ahead.

Lead Generation Videos

Lead generation videos are short, goal-oriented clips used to attract and convert potential prospects. They’re designed to spark interest, communicate value quickly, and drive viewers to take a specific action.

• Social Media Teasers: Attention-grabbing videos made for platforms like LinkedIn or Facebook to generate clicks and traffic.
• Landing Page Intros: Brief videos explaining the offer or content behind a form to encourage sign-ups or downloads.
• Email Video Hooks: Personalized videos embedded in cold or warm outreach to increase engagement and book a meeting.
• Web Ad Promos: Short promotional videos highlighting a challenge, solution, and clear call-to-action (e.g., free trial).
• Top-of-Funnel Explainers: Quick overviews of your service or product that introduce how it solves a key problem.

Video Coaching of Salespeople

Here are tips to follow when you are coaching sales teams on video:

Ask Your Team to Practice Their Sales Pitches

Ask your team to record their sales pitches. Now, have them repeat this pitch until you are both happy with the result. You can then use the final video as a way to teach others about the perfect pitch to gain leads and close sales.

Record Customer Evaluations or Testimonials

Ask your sales team to record customer stories and evaluations from their video meetings. The video can then be used to help your team find out why customers choose your products, which will then help to sell more products to your target market.

Create Troubleshooting Videos

Brand new sales team members are going to have questions, and they're going to run into problems. Record yourself answering some of the most common questions to help them with troubleshooting issues. Conversely, you can also ask them to share and record any questions that they have.

Using Video to Communicate with your Sales Team

After using videos to help your sales team with onboarding and queries, your video journey continues! A team needs to be managed, and constant communication is essential to do this successfully. Your team needs to be updated at all times, and you need to make sure everyone is on the same track. Video communication will be needed, especially if you are going to work remotely for an indefinite amount of time.

Although you don’t need to constantly be video-calling your team, it might be useful to set up open communication channels. Your sales team needs to know how and where they can reach you if they need to. Here are some tips for effective video communication:

Daily Video Meetings

Create daily video meetings to update your team on business activities or unforeseen changes. These do not have to be long video meetings. If live video sessions aren't possible, you can also record a video update for your team. FYI: some video software lets you track who’s watching so you can see who’s paying attention (and who's not).

FAQ Videos

As mentioned, challenges are going to arise. Create a Frequently Asked Questions (FAQ) video for any standard questions and to help your team fix technical problems. These videos need to be updated regularly, so your team always has a version of a help desk or virtual manager on standby to help them when problems arise.

Contact the Pros to Help You Manage Your Remote Sales Team

Marketing professionals can help you with effective sales marketing and video marketing. If you need assistance with videos and digital marketing for your company, the experts at WSI can help you out. We have specific teams set up to help remote companies with video marketing, digital marketing, and other software tools needed for their sales teams.

Speak to an expert today if you want to learn how to manage a remote sales team, we’ll help!