Best Practice Report

The Sales Leader’s Guide To Managing Remote Sales Reps

May 5th, 2020
Nancy Maluso, null
Nancy Maluso


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.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.