I’m a Boston guy. A Boston sales guy. When I first interviewed at InVision, a fully remote SaaS organization that makes an award-winning design platform, I asked up front if I could establish a Boston hub from which I’d run our sales team. The CEO agreed, so I planned to take it slow—build out the team and then work it into the culture of the then 35-person company.

I had run sales at Compete for years, where we had the prototypical office environment with happy hours, chest bumping for big deals, and random team building exercises (I took a few pies to the face for charity back in the day). I loved that environment, and valued the organic collaboration and socialization that comes from a sales team that sits together and listens to each other on client calls. There’s a lot of learning on the fly to overcome objections or close the next deal. I never dreamed of running a Remote Sales team.