Running a SaaS company with a fully remote team, and while it’s been great for developers, I’ve really struggled with managing sales and marketing remotely.

It’s not that people were lazy, but the lack of structure led to low output, missed follow-ups, and a lot of time spent “looking busy” without real results. I know some of this comes down to hiring, but I’m sure tooling and systems make a difference too.

Have any of you faced something similar? What helped you create more accountability and visibility with your remote sales/marketing folks? I’ve heard people mention Monitask, Hubstaff, and Toggl, and I just came across Time Doctor too. Curious what actually works in practice and what just adds more noise.