Sales managers face a dilemma: they still have to make their number, but may feel uncomfortable pushing highly stressed salespeople trying to make their number during a pandemic. By definition, managing remotely means managers can't see who is doing what, and all those little clues you used to rely on on the sales floor to gauge motivation and engagement (body language and facial expressions) are hidden by distance. To complicate matters, each of your reps faces a unique situation each selling day, from managing kids' education, to sharing work space with a partner, to recovering from interruptions, to dealing with health worries – all while selling to prospects whose businesses are disrupted and who are also adapting to the new normal.

In this session, Chris Beall will draw on his experience managing a WFH team for more than five years, along with measured facts from more than 100 sales teams that went 100 percent WFH in March 2020. He will share answers to these questions:

• What are the top three metrics that help us measure sales rep engagement?
• Which sales activities drive both engagement/motivation and productivity among sales reps?
• As a manager, what's the biggest indicator that it's time to intervene and coach your reps on a deal or opportunity?
• What sales management and workflow adjustments can you make to improve rep engagement without hurting productivity?

Speaker: Chris Beall, CEO, ConnectAndSell