How to Build a Virtual Sales Team

In new home sales, face-to-face interaction with buyers is crucial. As such, implementing a virtual sales team is not always made a priority; however, in today’s housing market, the online landscape is playing a much more important role in the home-buying process than ever before. 

A virtual sales team can help a builder meet the buyer the moment they begin their house search, gaining a competitive advantage over the competition and remaining top of mind throughout the process. If your online sales team needs a revamp or maybe you’re starting from scratch and are wondering how to build a virtual sales team, this is a step-by-step guide to set your online team up for success. 

4 Steps for Building a Virtual Sales Team

1. Define Goals for Your Virtual Sales Team

The first step in building an online sales team is setting clear, measurable goals. For new construction home builders, this could reduce response times to online inquiries, increase lead-to-appointment conversion rates, or improve overall sales volume through digital channels. 

Defined goals not only give sales reps direction but also provide benchmarks to evaluate performance. When the team knows exactly what success looks like, they can align daily actions with long-term business growth.

2. Define Virtual Sales Team Roles

A strong online sales team requires clearly outlined roles and responsibilities. From new home sales representatives focused on converting digital leads to managers overseeing performance and providing coaching, everyone needs to understand their role in the buyer journey. Defining roles also helps streamline communication, avoid duplication of effort, and create accountability. A well-structured team ensures that buyers always receive prompt, consistent service, regardless of who answers their inquiry.

3. Determining the Technology Needed

Technology is the backbone of any effective online sales strategy. A robust CRM platform is essential for tracking leads, organizing follow-ups, and maintaining visibility into the sales pipeline. Tools like New Home Connect™ allow builders to manage digital interactions, monitor key performance metrics, and empower sales reps to engage buyers with precision. Beyond CRM, virtual tour platforms, video conferencing tools, and automated communication systems ensure the team can meet buyers wherever they are in the digital space.

4. Defining and Documenting Processes

Defining and documenting processes is what transforms a group of sales reps into a cohesive online sales team. Establish standardized workflows for capturing inquiries, determining response times, and nurturing leads over time. Processes should also include escalation paths, reporting procedures, and regular performance reviews. With consistent processes in place, home builders can ensure a seamless buyer experience and give their sales team a reliable framework for success.

Kickstart Your Virtual Sales Team

Knowing how to build a virtual sales team is the first step in transforming your new home sales strategy. By combining efficient online sales processes with strong in-person interactions your home building business can meet homebuyers where they start their journey and help them cross the finish line to become happy homeowners.