As businesses evolve, many are implementing Return to Office (RTO) mandates, with 90% expected to have adopted these policies by the end of 2024. For sales teams, this transition aims to harness the energy and collaboration of pre-pandemic office culture. However, balancing office-based work with the flexibility that employees now expect is critical to maintaining productivity, morale, and job satisfaction. A hybrid model or flexible scheduling can help strike this balance, ensuring your sales team stays agile and motivated.

Advantages of RTO mandates

There are many advantages for sales teams returning to office-based work, with the main focus being on collaboration. Here are some of the benefits sales teams gain from in-person collaboration:

Improved team dynamics

In-person meetings spark spontaneous discussions, brainstorming, and strategy alignment that are harder to replicate online. This immediacy can drive quicker decision making and innovation in sales strategies. Sales leaders can also provide their team with quick feedback allowing individuals to change their approach instantly.

Stronger communication

Clear, face-to-face interactions minimise misunderstandings and accelerate problem-solving, which is essential in fast-paced sales environments.

Mentorship opportunities

Junior team members benefit significantly from observing experienced colleagues’ techniques, pitches, and negotiation tactics in real-time. The office provides an ideal setting for mentoring and skill sharing.

Motivational energy

Sales is often about momentum. Being surrounded by a goal-driven team in an office can create a high-energy atmosphere that encourages peak performance.

Challenges of RTO mandates

A survey by Blind revealed that 91% of employees oppose the RTO mandates being put in place and are more likely to search for another role. As these policies begin to take fruition, it’s been reported that there has been a 14% increase in employee resignations at companies who have already implemented the mandates.

So, with many unhappy, employers need to navigate the challenges that come as a result of the mandates. Here are some of the challenges sales teams face:

Work-life balance

The return of daily commutes may cut into time spent preparing for client calls or attending virtual networking events. Being based in the office all week can also make sales professionals feel consumed by work, affecting quality downtime and extracurricular activities before and after work.

Loss of autonomy

Remote work has allowed many salespeople the flexibility to manage their schedules around client needs and carry out tasks such as prospect research and client presentations from the quiet of a home office, allowing for greater focus and efficiency. However, enforcing a rigid office mandate could significantly reduce this flexibility, which is a top priority for many employees. The loss of flexibility could not only disrupt alignment with client schedules but also severely impact overall performance. In fact, a report revealed that 38% of working parents would need to quit or reduce their hours if workplace flexibility were no longer an option.

Hiring efforts

If resignations begin to happen as a result of the mandates, employers will find themselves needing to hire new sales talent. Whilst this brings the chance to bring onboard fresh ideas and skills, it can also be a difficult process. RTO mandates are not a great selling point for companies as potential candidates find them less appealing, favouring flexible working, which could result in the hiring process being prolonged.

Supporting your team through the transition

Returning to the office can have an impact on both the mental and physical wellbeing of your team members, who are often navigating targets, deadlines and demanding client expectations.

When navigating the transition you should adopt an empathetic leadership approach. It is important to understand individual team members’ needs and provide flexible start times or wellness days to help ease the transition.

There is also the need to be transparent in your communication with your team. Employers should clearly articulate the reasons behind RTO policies and openly address any concerns that may arise. By doing this it will not only build trust with your employees but make them feel valued and included in important decisions.

RTO mandates can impact employees in different ways, so employers need to take the time to check-in with their team members and be able to offer mental health resources or coaching programmes tailored to sales challenges, so they feel supported at work.

Conclusion: Finding the right balance for sales success

The move back to office-based work presents an opportunity to redefine how sales teams operate. By combining the energy of in-person collaboration with the autonomy of remote working, organisations can create a high-performing environment that meets both business goals and employee needs.

For sales leaders, adopting a hybrid model can unlock the best of both worlds: allowing for more teamworking opportunities in the office, whilst allowing flexibility to focus on clients and deals remotely. Open communication, empathetic policies, and a commitment to employee wellbeing are essential to making this transition successful.

If you’re looking to strengthen your sales team with professionals who can thrive in this ever-evolving environment, get in touch to explore how we can support you with your hiring needs.