Jason Fulton, National Sales Director at American Standard, says smart policies helps him manage a distributed team of 90 in-home sales reps across 38 markets with just three managers. He shares the systems, habits, and coaching philosophy that make that scale possible — from the daily reports he reviews every morning to the “virtual ride-alongs” that help his team improve without constant field travel. Plus, his best advice on recruiting, cross-functional communication, sales process design, and the challenge of growing fast without burning out your best reps.