When diagnosis and presentation calls were mostly done in-person, our consultants and your sales leaders would ride in the car to and from appointments with sellers. This gave ample opportunity on the front end to discuss intended outcomes, and on the back end to review pluses/deltas and next steps.
In the age of virtual meetings, that important prep and summary time can end up getting lost. We’ve found that many sign-on only minutes before the meeting starts and sign-off as soon as it ends.
On our consultant call this week we talked about how critical that pre/post call time is and how to get it back in a virtual setting. Following these simple steps consistently will not only up your sellers’ virtual skills, but will up their skills period:
- 15 minutes prior – sales management and sellers should jump on the virtual call 15 minutes before the client or prospect joins. Use that time to review intended outcomes and share any last-minute knowledge.
- Record the call – let the client/prospect know you’re doing so to ensure you don’t miss anything.
- 15 minutes post – require sellers to hang back after the call. It’s a great time for coaching, reviewing next steps, and gaining the seller’s commitment to timelines.
Yes, you can review the recording later, but let’s be honest with ourselves—the further away we get from the call the more likely other pressing business comes up and we may not get back to review it. Taking a few minutes before and after is a much more efficient, and I would argue effective, time to coach.
As we all know, virtual selling is here to stay. Let’s make sure the Virtual Ride-A-Long with sales leaders and sellers is also here to stay.