Over the past year, many companies have pivoted to remote sales in order to survive and thrive in a digital, remote business environment. Every week, we’re speaking to employers who are navigating the remote sales world for the first time.
These companies are, smartly, realizing they have to adapt in order to recruit the best sales talent. Transitioning to remote sales also opens a world of opportunities to great employers that would otherwise be unavailable.
For many sales professionals who were used to traveling and meeting with clients in person, remote sales is also new terrain. Here are five tips to consider when looking for a great remote sales position:
Determine exactly what you want to do.
The first step to finding any good job is figuring out exactly what you want to do. Companies of all industries are hiring for remote sales teams right now, so ask yourself what type of sales you would like to be in. Do you prefer B2B or B2C? Do you prefer a specific industry? Do you prefer a product or a service? If you have the “best” job in the wrong industry for you, you’ll ultimately be miserable in the role.
Also consider that compensation and commission opportunities may vary between jobs. B2B tech sales, for example, has the potential to be very profitable, but it is competitive and tough, and the hours can be long.
Find companies who are hiring.
A lot of companies are hiring right now, but you want to find the hottest companies with the best opportunities for growth – for you and within the marketplace.
First, always go to your network. Reach out to friends and former co-workers for job intelligence. You’ll always get the most accurate, honest information from people already inside a company or with previous direct experience with that company (given that you have a previous relationship with them).
Tailor your search using the right platforms. Use platforms like TitanHouse and LinkedIn that provide links to jobs and employers who are hiring remote sales professionals. When you see an interesting role, go to the company website. Typically, they will have a Careers page which has some more information not only about their open positions but about company culture, the hiring process, and other important resources.
Identify those who are hiring for remote roles.
Look for job descriptions that specifically say “remote”. Be sure to dig into the details of the description so you know exactly what they are looking for.
When a position is ‘truly remote’, it doesn’t matter where in the world you are – the company is just looking for the best candidate. If a position is ‘remote in-territory’, the company is open to remote sales reps, but they must be in a defined territory. These positions often require local / semi-local travel and the ability to meet in-person. If a position is ‘temporarily remote (COVID)’, it means the company is only hiring remotely until the pandemic breaks, and then they may require employees to come back into the office.
Find out if the company is new to managing remote teams.
This can be a red flag for your career growth. Is the company actually committed to the change, or are they just testing it out? You don’t want to start a remote position only to find out that it isn’t a long-term goal for the company after all.
Is the sales leadership on board for a long-term change? Do they have the skills/resources to manage remote teams? Is their leadership new to managing remote reps? These are all questions to consider, and you may want to respectfully ask about them in the interview stage.
Consider these details of remote sales:
- Training: There’s a big difference between ramping on-site and ramping remotely. Is the business and their sales leadership up to that challenge?
- Tools: Do they have the right tech stack to facilitate a remote sales team
- Territory or Account Assignment: Are you covering a defined territory or region, or are you covering named accounts? If so, where are they located?
- Work-from-home or Travel: Is the position 100% work-from-home? Can you handle that? Many sales professionals I know get bored or burned out from fully WFH positions. If there is travel required, is that something you are able and eager to do?
- Company and Leadership Location: Will you be required to travel to the company’s headquarters? Do you need to participate in daily/weekly calls and trainings? Does the company’s time zone affect your ability to do that?
Finding a great remote sales position probably won’t happen overnight. It takes time and research and a solid understanding of what you’re looking for. But with the right resources and commitment, you can land a fulfilling position that will take you to the next stage of your career.
Learn how to optimize your routine as a remote sales pro: How to be Successful in a Remote Sales Job