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Table of Contents

Lead Story

Equipment leasing has its place

News

Industry Update

PayPal's Discover deal makes room for acquirers

Square reaching beyond micro-merchants with flat rate

MCX - it's about more than the wallet

Features

Research Rundown

A new strategy for health-care payments

Selling Prepaid

Prepaid in brief

Campus card fees – fair or foul?

International provider with local focus

Views

Opening gateways to AVS

Chandan Mukherjee
PayCube Inc.

Education

Street SmartsSM:
Perry Mason and the post mortem

Jeff Fortney
Clearent LLC

How to help merchants counter fraudulent orders

Bill Hoidas
Matrix Payment Systems

Tips for managing remote sales teams

Alan Kleinman
Meritus Payment Solutions

The smart way to sell POS systems - Part 1

Joe Porco
Harbortouch

Ignite revenue with a sales incentive program

Peggy Bekavac Olson
Strategic Marketing

Company Profile

My Clear Reports

New Products

Online loyalty builder for merchants

Simpli Marketing
Tecmark Inc.

POS software delivers optimum control

Syspro Point of Sale
Syspro

Inspiration

Oasis in the workplace

Miscellaneous

2012 events Calendar

Departments

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

September 10, 2012  •  Issue 12:09:01

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Tips for managing remote sales teams

By Alan Kleinman

The 1999 cult movie classic "Office Space" about a company rebellion isn't your usual guide for management techniques, but it can reveal strategies for managing a remote sales team. Between protagonist Peter and corporate nemesis Initech, there's a lesson to be learned about how operating with trust, training and technology can translate into success.

Taking trust to the bank

It may seem obvious that the toughest challenge with distance is building and maintaining trust. But as the movie demonstrated, it's the only way to achieve goals. Following are some methods for achieving trust.

Checking in

Staff meetings and trainings are great. But "Office Space" lets us know it's not what you do, but how you do it. Here are some tips on the latter:

Technology leagues beyond 'Office Space'

Face-to-face sessions have intrinsic value, but may not always make sense for quick check-ins and status updates. The floppy disk and computer technology in the film are leagues behind today's digital platforms.

Yet technology is a perfect conduit between management and your remote sales force. Here are some apps and resources to help your team stay in touch and creatively present products and services:

By promoting trust, giving thought to the quality of routine discussions and utilizing appropriate technology, you can successfully manage a remote sales team and avoid "Office Space"-type acts of defiance.

Alan Kleinman is the Principal of Meritus Payment Solutions, the trusted global payment partner. Contact him at akleinman@merituspayment.com or 888-851-7558, ext. 141.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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USAePay | Impact Paysystems | Electronic Merchant Systems | Inovio