A remote sales team: reps who sell the project from another city

One in four buyers of new homes in Colombia lives in another department or another country. According to Camacol, as of November 2025, 12.1% of sales went to people who do not reside in Colombia and another 12.5% to Colombians from another department. Those buyers write at nine at night, on a Sunday or from a country seven hours ahead. If your sales team only works sales room hours, it is serving the other three.

With a virtual sales room, the project no longer needs to be in the sales room to be shown. That opens a possibility many developers have not used: reps who sell remotely, from another city or at other hours, with the same model the sales room team uses.

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Why you need it

Harvard Business Review published a study of more than a million online sales leads: companies that responded within the first hour were nearly seven times more likely to have a meaningful conversation than those that responded an hour later. Now think of a buyer in Madrid writing at eight in the morning their time: in Colombia it is one or two in the morning, depending on the time of year. If the answer comes at nine, seven or eight hours have gone by.

It is not about having someone awake all night, but about covering the windows when your out-of-town buyers are actually active. You will find them by looking at what time WhatsApp messages and website forms arrive today.

Three ways to organize it

• Extended hours in the same city. One or two reps work afternoons, evenings and weekends, from the sales room or from home. It is the simplest way to start.
• Reps in another city. If a significant share of your buyers is in Bogotá or Medellín, a rep who lives there understands their references, runs the video call on their schedule and, if needed, visits them.
• A rep for buyers abroad. Someone dedicated to Colombians abroad and foreigners, with the language, the hours and knowledge of the remote closing process.

What a remote rep needs

A rep who is not in the sales room needs exactly what one who is there needs, in digital form:

• The project's 3D model, on their computer or streamed, to share on video calls.
• Up-to-date sales information: availability, prices and payment plans. A rep who offers a unit that is already reserved damages the client's trust and the team's.
• A shared calendar where buyers book and the whole team sees the appointments.
• A CRM where every conversation is recorded, so any rep can pick it up.
• A good connection and a quiet space that looks like an office, not a home kitchen.

Assign buyers by time zone, not by shift

In the sales room, a client belongs to whoever serves them first. Remotely, that rule works badly: whoever answers at eleven at night is not necessarily the best person to guide that family for months. Assign by time zone, language and type of buyer, and set clear rules on commission when a client served remotely ends up closing in the sales room. Without that rule, sales room reps stop passing clients to remote reps, and vice versa.

Quality can be reviewed

A rarely mentioned advantage of selling over video calls is that you can learn from them. With the client's permission, some calls can be recorded and reviewed as a team: when interest was lost, which question could not be answered, how long the rep talked without showing anything. In a physical sales room this almost never happens, and the same mistakes repeat for months.

Always ask for permission before recording and explain what the recording will be used for. A sales conversation is also personal data, and the client has to know.

How to start without hiring anyone

The cheapest test is to shift the schedule of one of your current reps: two afternoons and Sunday morning, handling only video calls and messages from out-of-town buyers. In a month you will know how many appointments come from those windows and whether they justify a dedicated rep.

How to measure whether it works

• First response time, by time window.
• Video calls booked and held, per rep.
• Reservations that started remotely, even if they closed in the sales room.
• Buyers by city and country, to know where to reinforce.

The virtual sales room is what makes it possible to show the project the same way from anywhere. At Inviewd we build it so the same model works in the sales room, on the video call and on the buyer's phone. For the conversation, see how to present a project over video call, and for the technical side, how to share the virtual model without it freezing.

Frequently asked questions

Can you sell homes with reps who work remotely?

Yes, as long as they have the project's 3D model to share on video calls, up-to-date sales information, and a calendar and CRM shared with the sales room team. The remote rep serves those who cannot come and shows them the same thing they would see in the sales room.

How do you serve buyers in other time zones?

By checking what time messages arrive today and covering those windows with extended hours or a rep in another time zone. You do not need to work all night, just answer quickly when out-of-town buyers are active.

How is commission split between the remote rep and the sales room rep?

Define it in writing before you start: who owns the client, what happens if the sale starts remotely and closes in the sales room, and how the commission is divided. Without that rule, teams stop passing clients to each other.

Sources

Portafolio — Camacol / Coordenada Urbana: sales to non-residents (in Spanish) · Harvard Business Review — The Short Life of Online Sales Leads