Managing Remote Sales Team Productivity

1 May 2020


Please note that this research is not conducted by the Sales Management Association and does not provide membership upgrade eligibility upon completion.

Remote selling has become the new normal the wake of the coronavirus pandemic as four billion people worldwide – including employees, salespeople, clients and consumers – are being forced to remain at home. Few organizations were prepared for this scale of employee dispersion.

Leading remote sales teams during and beyond the Covid-19 crisis will require different management tools. Sales executives must plan for disrupted work for the next several months, or indefinitely, as they guide revenue teams they cannot see through new ways of working, different modes of engaging customers, a dynamically changing marketplace, and new communications priorities.

To help sales leaders to adapt the new buying reality and help their remote virtual revenue teams be as productive as possible, the Sales Management Association has partnered with the Revenue Enablement Institute to conduct research to find ways sales leaders, managers and effectiveness professionals can successfully manage, motivate, enable and empower their remote sales teams.

We invite transformation minded sales executives to contribute to the study and apply what we learn to build higher-performing revenue teams. All study participants will receive the full findings of the study and a briefing on the key implications to their business and revenue plan. The survey is conducted by The Revenue Enablement Institute (you will be taken to their survey site).

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 10 minutes

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing sales forces; or who are involved with assessing, communicating, implementing, managing, or optimizing sales strategy within their firm. Target participants are involved in executive leadership, strategic planning, sales effectiveness, sales operations, sales leadership, or sales enablement in organizations with at least US$1 million in annual revenue, and directly employing at least 10 salespeople. Firms or individuals that market technology, products, or services to sales organizations as a core offering are not eligible to participate in this research initiative.

Benefits of Participation

Participants will get a full report on the finding so you can learn how sales leaders, managers and effectiveness professionals are responding to the new buying reality and new ways to improve sales engagement, decision-making, and visibility in a remote setting. Specifically, you’ll learn how peer organizations are:

  • Using technology to help sales reps generate more buyer engagement
  • Getting visibility into seller activity, decision-making and account health
  • Improving communication in the absence of the face-to-face collaboration a physical space provides;
  • Empowered employees “at the edge” to make quick and informed decisions better support customers
  • Coaching, measuring and motivating remotely and digitally
  • Selling value and building trust with buyers in digital channels

Participants will also receive an invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in June 2020

Research Timeline

Research closes 1 June 2020.

Research report is expected to publish 15 June 2020.


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.


Survey conducted by the Revenue Enablement Institute. You will be taken to their survey page.

Take The Survey

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