Skip to content
Corporate Burned Your Market’s Sales Office—Now What?
July 10, 2026
Ken Klein
November 20, 2025
Here’s the fact: a lot of sales orgs pulled a “pump-fake” return-to-office. Some companies brought people back for a stretch, others said “screw it” and burned the boats. They reorganized, shut down regional and satellite sales offices, and doubled down on remote teams.
I’m not here to debate whether that was good or bad.
The real question is: What do you do now when you lead a sales team without a central hub?
Let’s face it, the office was never really about the 9 AM pipeline review.
It was about the in-between moments: Coffee breaks, Lunch runs, “office olympics”, Stop-ins and Hall grabs. Those “background connections” built trust, rapport, and credibility. They gave you the ability to mentor, coach, and manage naturally.
The Numbers Are Upside Down.
For the best leaders, when they saw their teams daily, it was probably 80% client work, impromptu conversations, and team building… and 20% formal coaching or management.
Now? Remote has flipped it: 80% Zoom meetings, 20% everything else.
That’s why it feels forced, mechanical, and harder to lead.
Flip the Ratio Back.
I’m convinced the solution is simple: reverse those numbers.
Your influence and coaching will increase if 1-1s and pipeline reviews are 20% of your time vs. 80%.
Remote leaders need to deposit relationship time before they withdraw management time.
Keep your eye on employee experience. Think more about what your team needs from you vs. what the corporation needs from them.
How are you growing relationships and leading remotely?
Corporate Burned Your Market’s Sales Office—Now What?
November 20, 2025
If “why” gives you purpose, “who” gives you power.
November 20, 2025
Online And Social Selling
July 25, 2025
Tags
