The Art of Modern Sales Management: Driving Performance in a Connected World

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Successfully Leading Virtual Teams

Renie McClay, MA, CPLP

Managing a remote team is different than managing a team that works together in the same building—but sales managers have known this for years. Managing a geographically dispersed sales team requires deliberate action and deliberate intention to make people feel like part of a larger team. For many of them, their sales team is the whole company because they don’t often get a view of the larger picture. This chapter focuses on what it takes to build and sustain a successful virtual, or ...