The pandemic has changed not only how we work, but where we work.

Before 2020, just over 1.5 million people worked from home. Now, this number has skyrocketed to 23.9 million.

Now lockdown is over, many businesses have requested their SDRs return to the office. However, others have continued to let their sales teams work from home.

While Airbnb has enacted a ‘work from anywhere’ policy for staff, Elon Musk recently made the headlines for forcing Tesla employees back into the office.

Which is the right solution? Let’s look at how office and home working can benefit your business and most importantly, help your SDRs develop to their full potential.

The advantages of working in the office

SDRs learn more

One of the benefits of office working is that SDRs learn through their interactions with others. For example, a new SDR might learn new sales techniques by listening to their more experienced colleagues making phone calls.

Learning through observation is harder in a remote environment as sales reps are more self-contained.

SDRs are more accountable

Creating a culture of accountability and responsibility in your sales department is essential, especially if you work with younger, more impressionable SDRs.

84% of employees say the way leaders behave is the most critical factor when it comes to accountability. In an office environment, managers and team leaders can be more present with sales reps and set a good example.

SDRs (typically) react better to being around people

Extraverted people typically gravitate towards a career in sales.

Extraverts are people who get their energy and motivation from being around others, which makes an office environment an ideal place for them to be.

If your sales reps thrive on getting out there and seeing people, the social interactions the office provides will keep happiness and levels of wellbeing high.

SDRs can make connections

When working in an office, SDRs don’t just connect with the people in their department; they connect with everyone in the building.

Whether they’re waiting to go into a meeting or making a cup of tea in the break room, there’s no telling who they might bump into!

Getting to know people at work helps SDRs feel part of the company culture and provides them with valuable networking contacts that will help them in their future careers.

The advantages of working from home

SDRs have more flexibility

One of the reasons why people fell in love with working from home during lockdown was it offered a better work-life balance. Workers had more time to spend with their families and partners and even started new hobbies – we all know someone who started making sourdough bread in 2020!

Giving SDRs the option to work from home means they can be happier and more productive in their sales role.

SDRs can work without interruption

As we mentioned above, some salespeople thrive in an office environment. However, others do their best work where it’s quieter, and there are fewer distractions.

If you manage a team of SDRs who are more likely to hit their targets when there’s nothing to disturb them, a work from home solution might be ideal.

Our thoughts at Air Marketing

We believe working from home full-time isn’t the answer, especially for those just starting out in their sales career.

We also believe working in the office full-time isn’t the answer either.

The solution? Hybrid or flexible working. One in four people in the UK now split their time between home and the office, meaning they get the best of both worlds.

For the final say on the matter, we spoke to our Founder & CEO, Owen Richards:

“When I was younger and working as an SDR, some of my best memories were time spent in the office. I learned from my managers and made friends that I’m still in touch with today. It’s vital that young people starting out in sales have that connection to the office as that’s how they’ll grow into the sales leaders of the future.

“At Air Marketing, we ask our team to be in the office at least two days a week. After that, they can work from home if they want to.

“I’m usually in the office four or five days a week. However, it’s great to have the flexibility to work from home if I need to write a report or want to spend time with my family.”

Don’t forget, if you need a little sales support, whether in the office or working from home, we can help.

Our expertly-trained SDRs will provide you with high-quality leads that are ready to buy your products or services.

Contact us today to find out more.