Sales executives often think that because salespeople are good at face-to-face meetings, they are naturally good at Zoom meetings. According to Marcus, "You may have a strong presence and charisma, but I've seen a lot of cases where this doesn't translate to video calling until after some training." The sales team leader's job is to use video call recordings to help each sales rep get better. See opportunities, not limitations In addition to the possibility of feedback, Marcus suggested that the success of virtual sales comes from exploiting the industry mailing list provided by the media. In face-to-face sales, you're more likely to have a three-hour meeting at a conference table with all decision makers and stakeholders. For virtual sales, this is less likely. However, virtual sales do allow for more touchpoints and faster outreach. While you may not be able to get everyone on the phone, you can get the first call on your calendar faster. "You always want to be the first salesperson in the door," Marcus said. “Traveling for an in-person meeting can mean you’re the third or fourth salesperson at the door because you’ve been waiting to get through the actual physical door.