Managing Remote Field Sales Teams: A Complete Guide

Managing field sales teams is fundamentally different from managing office-based teams. Your reps are scattered across territories, working independently, and facing unique daily challenges. Success requires the right combination of trust, technology, and accountability systems.

The Trust vs. Verification Balance

Great managers trust their reps while maintaining visibility. Use GPS tracking not to micromanage, but to identify coaching opportunities, ensure safety, and optimize territory coverage. Door Knock Pro's live tracking shows where reps are without being intrusive.

Setting Clear Expectations

Define specific daily activity goals: doors knocked, conversations started, appointments set, and deals closed. Make these metrics visible in real-time so reps can self-manage. Weekly one-on-ones should review these numbers and identify obstacles.