The most effective way of creating change within the sales team is for sales leaders to coach. And yet during the time of “Covid” we hear many excuses.

As a sales leader in pre covid days you were hopefully conducting “ride alongs” where you would visit prospects and clients with your sales people, listen to their interaction and then provide coaching once back in the car.

Then can COVID and we had to change.

In a way moving towards more phone and virtual based engagements have made it even easier to conduct client/prospect engagement where you can be involved. You would think so, and yet sales leaders are doing less and using excuses why they cannot do it.

Check out this Video where Michael explain his take on what sales managers should be doing during COVID times.

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