Are We Close to Cracking the Ideal Sales Floor?

That surreal chapter of life – The pandemic is far in the rearview mirror, so far back it almost feels like a strange dream. Yet, as we wake up, we realize we’re living in a completely transformed world of work. Remote work, once a temporary fix, has now become the norm. Sales teams, like many other sectors, quickly adapted to the virtual landscape, but as we step into 2025, it’s time to reconsider the role of the physical office space in driving the success of these teams.

I’ve always been “Pro Office” and have been vocal about the crucial role proximity plays in sales team performance. Sales professionals thrive on learning from one another, and the proximity of team members enables organic, spontaneous interactions that can’t be replicated virtually. When team members are physically present, they share insights and best practices, learn from each other’s mistakes, and engage in powerful face-to-face discussions that drive knowledge transfer. This dynamic collaboration speeds up the ramp-up process for new hires and helps seasoned professionals hit peak performance faster, which is critical to hitting and exceeding sales targets.

Recognition is another vital factor in motivating high-performing sales teams. While virtual leaderboards and digital recognition tools have their place, there’s something uniquely powerful about teams coming together physically to witness individual high achievers being celebrated. This in-person recognition fosters a sense of camaraderie and healthy competition, inspiring others to push harder and achieve more. The physical office environment provides a stage for celebrating success in ways that are difficult to replicate in virtual settings, ultimately boosting team morale and fueling a positive work culture.

Now We Know What We Know: Is It Clear That High-Performing Sales Teams Work Mostly In-Office?

Looking at how major tech companies are adjusting their work policies, we see a pattern emerging. In 2024, companies like Meta, Google, LinkedIn, and Microsoft made headlines with their decision to mandate a partial return to the office, signaling a shift away from the fully remote work model. These companies, in many cases, have substantial data showing that high-performing sales teams operate most effectively when they’re together in person.

For instance, Meta, which had embraced remote work during the height of the pandemic, rolled out a hybrid model in 2024. The company encouraged teams to spend at least three days a week in the office, backed by research that found in-person collaboration significantly boosted productivity, particularly within sales teams. The spontaneous exchanges and real-time feedback that happen in the office can’t be replicated in virtual spaces, leading to stronger client relationships and more effective deal closures.

Google followed a similar path, requiring its employees to return to the office for at least three days per week. Feedback from sales teams revealed that being together physically allowed them to respond faster to client needs, collaborate more effectively, and close deals quicker. The company also cited the need to maintain team cohesion and a sense of company culture—elements that are harder to foster remotely.

What’s becoming clear is that high-performing sales teams—those who are achieving and exceeding their targets—are leaning towards working in the office more frequently. It’s not just about having a desk to sit at; it’s about the energy of being in the same physical space, where knowledge can be exchanged informally, feedback is instantaneous, and recognition feels more meaningful. The office environment provides a unique set of tools for success that virtual workspaces simply can’t match.

What Do You Think?

Now that we know what we know, what do you think the future holds for sales teams and office work in 2027? How will the sales floor evolve in the next two years? Will companies continue to move towards more in-office work, or will remote and hybrid work remain dominant? I’d love to hear your thoughts on the matter—please share your comments below and let’s start a dialogue about the sales teams of the future.