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One universal challenge of managing a remote sales team can be summed up with the simple question, “What do my sales reps do all day?” Since the COVID-19 pandemic hit and most sales reps are working from home, it’s even harder to answer that question. Let’s say I’m managing a remote team of five or six sales reps; how do I know if they are engaged and productive?

As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on joint calls with reps is important, if you have to be on every single meeting, you wouldn’t have time left over to be a manager.

How sales managers communicate and interact with their teams is crucial to building a winning culture, and keeping the sales team motivated. This is especially important as we work through the Covid-19 pandemic since teams are facing numerous personal and professional challenges. These challenges include working remotely, stalled opportunities, and learning to sell virtually.

The short answer is "it depends." In this video, we share four proven management actions you can take to improve performance. Watch now to learn step by step how to solve performance issues or avoid wasting time with someone who's just not a good fit.

In this episode, we discuss how to use a prioritization system to stop spending too much time stuck on urgent tasks, and more time on what's important—like coaching your team.

Being your reps' chief problem solver is terrible for sales performance. Here's a technique you can use to train your team to solve their own problems.