A pro active sales person who can make regular contact, nurture and build a good business relationship is very important and through utilising phone and email a rep can now get through more calls a day than if driving around sites.
Even brick matches can be done via phone as most phones have a camera and a photo can be emailed to Remote Rep for matching.
With Remote Rep you get concentrated outbound calls and the Rep only takes incoming calls from their contacts. Rather than be called in to an office to help out when short staffed, or asked to do other tasks not usually within their role, which takes them away from sales generation and growth.