How to Manage a Virtual Sales Force

Sales leaders take note: in this article for Inc Magazine, Eric Markowitz offers great ideas and tips from virtual sales force experts: “A virtual sales team … should function like any other sales team. ‘The need to build trust is true whether they’re sitting across from you in the office or not, but it becomes more important for virtual workers,’ says Dr. Michael Kroth. ‘The principles of leading are not different. It’s the practices that make the difference.’ “

By the end of this year, around a billion people across the globe will be mobile workers, according to IDC, a global market research firm. As virtual work becomes more accessible to small businesses on a tighter budget, some CEOs and entrepreneurs are beginning to recognize that a virtual sales force not only can cut down on costs, but can also add a competitive advantage for the company.

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