Dear Stephen,
I've read your column on hybrid (remote) working many times, covering both pros and cons, so I know you have a strong opinion. As a regional manager in #NewYorkCity for a contract furniture manufacturer, I've noticed many companies here mandating employees' return to the office—particularly in banking, finance, and legal sectors, not to mention Amazon and UPS. I wholeheartedly agree with your statement: "If you sell office furniture, you better work from an office."
Most manufacturers have large showrooms that designers and dealers love to visit. With design firms typically back in the office four days a week, designers enjoy getting out for lunch, visiting our showroom, and just being out and about. While our company doesn't have an exact mandate, we're encouraging employees to return to our office/showroom five days a week for 2025. To be clear, we understand salespeople need to make sales calls—we just prefer they do their administrative work from the office.
Part of the challenge lies with our hardworking support staff—sales assistants and showroom support personnel—who are now coming in 3 to 4 days a week, but we want them back full-time. Although it's been shown that productivity is equal whether at home or in the office, our support staff resent salespeople doing their desk work remotely. When I ask salespeople to come into the office more, the typical response is, 'As long as I'm making my numbers, what difference does it make where I work from?'
Well, it makes a huge difference! Here's why:
The synergy of our office improves dramatically when the entire team is present. The energy—or mojo, if you will—is better. I'm not expecting salespeople to check in and out of the office every day, but I want them to understand the importance of in-person team interaction. Being in the office allows you to hear more about ongoing projects and what others are doing. It creates a better environment where everyone gets to know each other, making us stronger as a company. I dislike seeing my sales assistants and support staff resenting salespeople for their absence.
I frequently discuss this issue with my bosses at HQ. As we gradually introduce the idea of mandatory full-time in-office work for 2025, I want my salespeople to take ownership of being part of our office community. Is there anything wrong with that? What do you think?
Signed,
Tired of Hearing You're Working From Home
-----------------------
Dear Tired,
You've indeed read about remote working many times in this column, and you know my stance. Since the pandemic's end, I've repeatedly emphasized that people selling office furniture need to work from an office. Otherwise, what's the point?
This issue is equally prominent among office furniture dealers and contract furniture manufacturers, extending to allied products like carpeting, floor coverings, lighting, and textiles. It's a widespread concern, except in retail. I'm familiar with the salespeople's mantra: 'Why does it matter where I work as long as I'm meeting my targets?'
My response echoes your sentiment: we want a sense of community in the office.
Community means face-to-face interactions among salespeople, discussing projects and families, using the products they sell, and collaborating closely with sales assistants, project managers, and showroom managers.
To be clear—if you're an outside salesperson, you should be out selling! But what's the harm in coming to the office so your sales assistant or showroom manager sees you're present and engaged? It shows you're not leaving all the heavy lifting to them.
While hybrid working may be the future for many industries, companies like #Amazon, #Starbucks, #GeneralMotors, #Disney, #Walmart, and #Dell have fully abandoned remote work. So why would the makers and sellers of office furniture these companies buy allow it in their own organizations?
For business owners or managers at dealerships or manufacturers concerned about losing a salesperson who insists on remote work—don't worry, replace them. You can easily recruit a new salesperson who values office socialization. And if you're that high-performing salesperson who resists returning to the office, the same applies to you: find a job in an industry or company that doesn't care where you work. Chances are, it won't be in office furniture.
I hope this addresses your question.
Signed,
Stephen