Here's a way to keep your far-flung sales force in touch with the home office.
Dianne Martz, president of Hemophilia Health Services, in Nashville, has found that a "buddy system" boosts morale for her far-flung workforce. At Martz's company, which had sales of $28 million in 1995, salespeople in remote locations get care packages every time the health-care provider has a company celebration. Each salesperson is also matched with a different "buddy" at headquarters. Buddies change each month and are expected to call their partners regularly to check in.