How to Manage a Remote Sales Team with Channing Ferrer

How to Manage a Remote Sales Team with Channing Ferrer

#98: As sales teams are increasingly embracing remote work, leaders are finding that managing a remote sales team comes with a unique set of challenges. To explore the differences between in-person and remote management, Channing Ferrer joins Outbound Sales Lift to discuss how to manage a remote sales team.

Channing and Tyler explore the ins and outs of remote management including hybrid versus fully remote teams, how to connect and communicate with remote SDRs, in-person meetings, and peer enablement.


Remote Leadership versus In-Person Leadership

  • 02:06: How can you create accountability remotely given that SDRs are typically entry level employees?
  • 03:38: Importance of a daily standup meeting to bring the sales team together for time-blocking
  • 06:29: Advantages and disadvantages of hybrid sales teams

Communicating with Remote Sales Teams

  • 09:41: How to set team norms when using Slack to communicate
  • 13:06: Establishing communication methods as a manager — text, phone calls, etc.

Building Trust with Remote SDRs

  • 17:45: Remote SDR enablement
  • 19:18: Benefits of peer-to-peer sales coaching
  • 21:48: Giving feedback when managing a remote sales team


Channing is a Go-To-Market advisor, proven Chief Revenue Officer, and an early-stage investor. He has extensive experience developing and growing international teams, implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. His reputation for success is based on his experience designing inside and field sales teams and building processes across multiple Saas companies. He has consistently driven market leading revenue growth.

Channing is currently a GTM advisor for growth businesses. Previously, he was the Chief Revenue Officer for Built In, the leading employer branding and recruiting platform for tech-oriented businesses. Before Built In, he ran Sales Strategy, Operations and Sales Acceleration for HubSpot which is transforming the way companies grow through a unified CRM, marketing and customer servicing solution. Channing led the growth of HubSpot from $200m to $1.5bn in revenue over a 6 year period. He built the GTM operating system, KPIs, processes and tools they continue to leverage today. He has held multiple other sales leadership roles including head of MM sales for Acquia, head of Sales for C2FO, and SVP of International sales for S&P Capital IQ, which he built into a $1bn business. His experience at building growth businesses is unmatched.

Channing holds a BS in Business Management from Villanova University. He, his wife and two children (daughter and son) live in Wayland, MA. Follow Channing on LinkedIn.

Looking for more great sales content? Don’t miss the Outbound Sales Lift Bonus Round with Channing Ferrer!