The workforce has undergone a significant transformation in recent years, reshaping how businesses operate across industries—including motorcycle sales. Traditional in-person dealership interactions remain essential, but the rise of remote and hybrid sales models is changing the way dealers connect with customers. Whether handling online leads, offering virtual consultations, or managing off-site sales teams, dealerships must adapt to maintain efficiency and engagement.
If you’re considering a hybrid or remote sales approach—or already have one in place—implementing best practices can help keep your team motivated, productive, and equipped to drive sales, whether they’re working from home or on the showroom floor.
1. Leverage Technology for Seamless Communication
Remote and hybrid teams require effective and frequent communication to stay aligned with the dealership’s goals, processes, and performance metrics, especially when transitioning to digital sales. In an environment where employees may not be physically present, adopting a variety of communication tools is essential.
But, effective communication doesn’t require fancy technology—just a personal, consistent approach. Simple tools like phone calls, text messages, and email threads can work wonders for staying connected with remote or hybrid teams. Regular check-ins—whether daily or weekly—via phone or group text allow team members to stay aligned without complex systems.
When possible, in-person meetings at the dealership also help foster relationships and maintain team cohesion. For those dealerships that have customer relationship management (CRM) systems, using that can provide visibility into sales leads, customer interactions, and pipeline progress, making it easier for you to support your team effectively.
2. Create a Clear, Consistent Structure for Remote Work
While remote work offers flexibility, it can also introduce a lack of structure, which could lead to lower productivity or disengagement for some team members. Hybrid teams, in particular, face the challenge of balancing remote work autonomy with in-person expectations. To address this, clear expectations and guidelines are important.
As leaders, you should set firm guidelines for work hours, communication frequency, and goals. Setting up consistent virtual meetings, whether weekly or bi-weekly, helps ensure everyone is connected and has an opportunity to discuss challenges and celebrate wins.
Additionally, consider using economical task management tools like Asana or Trello to keep track of individual goals, team objectives, and projects. According to a Gallup report, employees who have clear expectations are more engaged, productive, and satisfied with their roles.
3. Focus on Performance Metrics, Not Micromanagement
Sales managers may feel the urge to micromanage remote or hybrid teams, especially when they can’t observe day-to-day activities in person. However, research shows that micromanagement is counterproductive, leading to decreased job satisfaction and higher turnover rates. Instead, focus on measurable performance metrics such as conversion rates, customer satisfaction, and sales targets. This shift encourages autonomy while ensuring accountability.
The powersports industry is highly customer-focused, and tracking performance metrics gives managers the ability to gauge how well remote employees are maintaining relationships with potential buyers, especially in the digital landscape. Use data from CRM systems to track interactions with customers—calls, emails, inquiries, and follow-ups. By leveraging data, managers can identify top performers and provide tailored support to those who may be struggling.
4. Cultivate a Strong Team Culture, Regardless of Location
Building and maintaining a strong team culture is essential in any sales environment, and it can be more challenging when team members are dispersed. Hybrid teams, with some members working remotely and others in the dealership, can feel disconnected from one another. It’s up to the leadership team to foster an inclusive, team-first mentality that goes beyond location.
Regular team-building activities, whether virtual or in-person, can help create camaraderie and strengthen relationships. Virtual happy hours, group training sessions, or even friendly sales competitions can boost morale and keep the team engaged. In fact, a Harvard Business Review article notes that remote teams that engage in frequent team-building activities report higher levels of trust and better communication, both of which are essential for sales success.
Additionally, recognizing individual and team achievements publicly (through company-wide emails, company-wide shout-outs, or team meetings) fosters a sense of belonging, which in turn increases motivation.
5. Offer Flexible Work Options While Maintaining Accountability
One of the most significant advantages of hybrid and remote sales teams is flexibility. Salespeople can balance their work schedules with personal commitments, making it an attractive option for many employees. However, flexibility must be paired with accountability to ensure that productivity doesn’t decline.
Flexibility can come in the form of flexible hours, the ability to work from home or a local coffee shop, or even a results-oriented approach to sales where employees can manage their own time as long as they meet sales targets. According to a study from Gallup, employees who work remotely at least part of the time report higher levels of engagement, satisfaction, and retention. That said, managers should still establish clear expectations for availability, response times, and goal tracking to maintain a high level of service to customers.
6. Invest in Training and Development
Dealership managers must ensure their teams have the tools, knowledge, and skills to thrive in remote, hybrid or in-office environments. Regular training programs on both technical aspects (such as using CRM tools) and soft skills (like communication and problem-solving) can help remote or hybrid employees feel supported and confident in their roles.
Salespeople in remote and hybrid environments often rely on digital tools and platforms to engage customers, and training on how to best use these platforms is essential for driving sales. Additionally, providing professional development opportunities keeps employees motivated and encourages long-term retention.
To sum it up, managing remote and hybrid sales teams in the powersports industry presents unique challenges but also opportunities for growth. By leveraging technology, creating a structured environment, focusing on performance metrics, fostering team culture, and prioritizing employee wellbeing, dealership managers can lead teams to success in the new era of remote work. With the right approach, hybrid teams can offer increased flexibility, job satisfaction, and productivity, creating a win-win for both employees and the dealership.
