Selling from home. Most of us are doing it, and for many of us, it will become our permanent way of working. For some, selling from home is challenging as it seems more difficult to create strong connections with customers and prospects via the phone and web meetings. It doesn't help that many customers are suffering from "virtual burnout". Yet there are also advantages. For many, fewer business trips and no commuting means increased productivity. The ability to help out at home is easing stress and helping us improve our balance.

While some sales organizations are in the process of returning to their offices as the pandemic eases, many of our clients have said they will never fully go back to the way things used to be - with all their reps housed in offices. For those of you in the group who will office at home all or much of the time, our suggestion here is to accept it, embrace it, and master it!

If there is equipment or technology you need, ask for it. Many companies are helping their remote employees to get the web cams, microphones, headsets, high speed wifi, and office furniture they need. These items - and they way you use them - can improve the way you are perceived by customers. Similarly, an adjustable standing desk can have a big impact on your productivity at a relatively low price.

If training is what you need, get it. Knowing how to effectively leverage your meeting technology and CRM system, as examples, will drive great ROI on any amount of time you invest in training.

Get back to basics with regards to time management. Create a model day that works for you, designating time for email, internal and external calls, project time, etc. Of course, you will need to be flexible, but having a model can improve productivity.

In the end, many of us have little say in where we will be officing, but all of us have the opportunity to make it work!