Returning to the office? Not so fast. The case for remote sales

Your workforce has been working remotely for two+ years, and you’re able to carry them again to the workplace.

However are they prepared? Do you’ve got a plan? Are you aware what your workers is actually pondering? Do they need to come back again in particular person? And if that’s the case, day by day or extra of a flex/hybrid?

It could be time to pause, take a step again, and rethink your technique to carry the gross sales workforce again to the workplace earlier than returning to “how issues have at all times been finished.”

At first of 2022, we surveyed tons of of gross sales professionals to higher perceive the present state of gross sales expertise. We had been hoping to uncover insights that leaders want to draw, rent, and, most significantly, retain their Most worthy asset: their individuals.

As a part of our survey, we requested over 300 sellers in regards to the period of time they’ve spent in an workplace over the previous six months and their preferences shifting ahead.

The outcomes weren’t what we anticipated.

Right here’s what we discovered damaged down into three key insights.

INSIGHT #1: Gross sales professionals choose to work remotely

Many staff have gotten fairly comfy working from residence. A bit extra flexibility. Perhaps extra household time. Presumably much less consuming out? No (nerve-racking) commute.

There are undoubtedly some professionals.

However we puzzled if that was simply us. Have been gross sales workforce members simply working from residence out of necessity or alternative? If (when?) given the chance, would they choose to work in an organization workplace setting?

This is the reason we ask the questions.

We requested, “In your present or subsequent gross sales function, what possibility beneath would you favor?

A: I choose to work remotely or from residence workplace greater than 50% of the time.
B: I choose to work in an organization workplace greater than 50% of the time.

Word: It is a binary alternative. They’d to decide on one or the opposite. Not each. And no possibility for hybrid.

SURVEY SAYS: 3 out of 4 gross sales professionals choose to remain residence than return to an workplace setting.

So 75% of these surveyed — if confronted with the choice of residence vs. workplace — would select to work remotely or from their residence workplace greater than 50% of the time.

INSIGHT #2: Strike a steadiness between what leaders, managers, and reps need

Does working remotely versus working in an organization workplace setting rely in your degree and function inside the gross sales workforce?

Briefly, it certain does!

We requested the identical query, “In your present or subsequent gross sales roles, what possibility beneath would you favor?

And supplied the identical binary alternative …

A: I choose to work remotely or from residence workplace greater than 50% of the time.
B: I choose to work in an organization workplace greater than 50% of the time.

We broke down the info by function: Leaders | Managers | Particular person Contributors (Gross sales Reps)

SURVEY SAYS: Leaders had been 1.5x extra prone to choose returning to the workplace than managers and particular person contributors (gross sales reps).

Fascinating, proper?

As a gross sales chief, that is knowledge that’s important to grasp as you construct out your return to workplace technique — balancing what leaders need versus managers and gross sales reps is vital.

INSIGHT #3: Prime performers spend a bigger portion of their time working remotely

Alright, so individuals wish to work at home…lots. However whereas working remotely, are they serving to or hurting the underside line?

We requested, “Up to now 6 months, what share of your hours labored have you ever spent in an workplace setting?

A: Lower than 25% of my time has been spent in an workplace.
B: 25-50% of my time has been spent in an workplace.
C: 51-75% of my time has been spent in an workplace.
D: Greater than 75% of my time has been spent in an workplace.

We then in contrast that knowledge in opposition to low, common, and prime performers (be aware: column headings —“lower than 80%… 81% to 100%” and so on. — signify reported % of quota attainment).

SURVEY SAYS: Excessive performers had been extra prone to spend extra time working from residence over the previous 6 months.

Stated one other approach, those that labored from residence tended to be the highest performers.

There are lots of advantages to working from residence

Primarily based on these insights, it’s obvious you possibly can have some hassle pulling your workforce again into the workplace, at the least full time.

Working from residence (aka, not within the workplace) — at the least over the previous 6 months has many advantages, that are arduous to disregard.

Productiveness stays excessive.

If you’re anxious in regards to the workforce being productive whereas working from residence, nicely, that’s not enjoying out within the knowledge.

The truth is, productiveness was the lowest-ranked problem confronted by sellers previously 6 months. Productiveness of at-home employees doesn’t seem like a problem.

Digital channels are most well-liked.

Consumers choose digital channels.

In line with B2B gross sales: Omnichannel all over the place, each time, a latest McKinsey & Firm report, almost 2 of each 3 consumers select distant human interplay or digital self-service vs. extra conventional interactions.



Extra numerous expertise swimming pools.

Versatile work opens up new and extra numerous expertise swimming pools.

Not being sure by location means you may rent individuals from everywhere in the nation and worldwide. Geography is nearly meaningless.

While you enhance the circumference of your expertise search, you open the door for brand spanking new candidates and contribute to DEI initiatives. 

Distant or Workplace: What’s the reply?


The “right” or “finest” alternative will rely in your business, the services or products you promote, and what kind of staff you presently have (and people you’ll rent sooner or later).

That mentioned, the case for at the least some type of distant gross sales appears to be right here for the close to — if not long-term — future.

How will you alter?

For a deeper dive into this knowledge and find out how to inspire and retain your prime expertise (whether or not in-office or distant), obtain the Actuality of Gross sales Expertise Report 2022.

Latest news
Related news


Please enter your comment!
Please enter your name here