Leading Sales Teams in a Hybrid Era

The landscape of B2B sales has changed. With teams distributed across Denver, New York, and beyond, the traditional "bullpen" energy is gone, replaced by Zoom calls and Slack channels. But leadership principles remain the same.

Trust vs. Surveillance

Micromanagement kills morale in a remote environment. The key to high performance is trust. By focusing on outcomes rather than hours, we empower Sales Executives to own their territory and their results.

The Role of Data

In a distributed world, data becomes our shared language. Using CRM insights to drive coaching conversations ensures that we are all looking at the same reality, regardless of time zone.

Building a winning culture today requires intentionality. It's about creating moments of connection in a digital space.