The Sales Leader’s Guide To Managing Remote Sales Reps

May 5th, 2020

Nancy Maluso

Summary

When reps are remote, managers cannot observe behavior or coach in person and must use other methods for observing rep activities and assessing the efficacy of those activities. Lack of reinforcement from managers and access to resources may result in reps working ineffectively. Sales leaders must use a prescriptive, data-driven approach aligned to the sales process, leveraging technology to track, assess, and recommend rep actions. In this report, we provide an overview of best practice steps sales leaders can take to maximize the effectiveness of remote reps.

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