In a remote workforce, scrappy problem-solving is often invisible. Leaders must create a system to surface and publicly celebrate reps who use creativity to overcome blockers. This not only rewards the desired behavior but also transforms individual wins into scalable learning moments for the entire team.

"Hiring is guessing, firing is knowing." Don't let a bad hire drag down a great one. The most impactful move is to fire the bottom performer and reallocate their salary to your top performer. This sends a powerful message that excellence is rewarded and motivates your entire team.

Counterintuitively, paying employees significantly more than the market rate can be more profitable. It attracts A-players and changes the dynamic from a zero-sum negotiation to a collaborative effort to grow the entire business. This fosters better relationships and disproportionately larger outcomes where everyone wins.

Requiring inside sales reps to be in the office is a talent filtering strategy. Those willing to make the sacrifice of a commute for the benefit of accelerated learning and career development are the driven, exceptional individuals you want to build a winning team with.

Tying SDR promotions to time-in-seat fosters stagnation. Instead, create a clear, multi-level roadmap where advancement is based solely on hitting performance thresholds. This model rewards high-achievers, provides constant motivation, and gives reps control over their career trajectory.

Instead of mandating a return to office, create an appealing environment people *want* to be part of. Use "carrots" like a beautiful office, high-value summits, and flexible coworking budgets. The soft pressure comes from sharing photos and creating a sense of a vibrant, connected in-person culture (FOMO).

Merge committed to an in-person office, even during peak COVID, believing it was non-negotiable for speed and culture. The core reason: physical proximity makes team members care more about each other's success and holds them accountable in ways remote work can't easily replicate.

The shift to remote work unlocked a global talent pool. For specialized roles, the advantage of hiring the best possible person, regardless of location, is far greater than the benefits of in-person collaboration. The leadership challenge shifts from managing location to enabling distributed top-tier talent.

To break down silos and encourage a platform mindset, Microsoft CEO Satya Nadella changed performance reviews. Every employee had to document how they contributed to the success of others, directly linking collaboration to their compensation. This made the cultural shift tangible and non-negotiable, moving beyond mere talk.