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.

Margie Chilson is a Senior Marketing Consultant for JDA.media.

Her vast experience includes nearly three decades in broadcast television and digital sales marketing, working in and with multiple markets and affiliations including Dallas-Fort Worth at WFAA, Denver at KUSA-KTVD, KMGH, KWGN, and as a team manager at Millennium Television Sales.

Margie’s years as a local seller were award-winning and inspiration for her jump to JDA.media. She exceeded new business and digital goals on a consistent basis at Belo Corp., Scripps, Tribune, and TEGNA Inc. stations. A true innovator, Margie pioneered job-sharing positions in Dallas and Denver, balancing hectic work schedules and family, paving the way for working parents with careers in media sales.

Margie is well known and respected for her diligence, drive, and new business results. Due to her years in the business as an account executive and sales leader, she knows the station environment well and can easily relate to local sellers as well as the most senior managers.

An alum of Oklahoma State University who graduated with Honors in Journalism Advertising, Margie boasts an outstanding track record of helping business owners strategically grow their revenue through broadcast, streaming and digital solutions.

Margie and her husband Tim have been married for 23 years. The couple and their two children live in Littleton, CO, a suburb of Denver. Their son, Ryan, attends the University of Colorado Boulder, and their daughter, Mary, is in high school.  In their spare time, the Chilsons enjoy travel, hiking in the picturesque Rocky Mountains, cooking, watching movies, and cheering on their kids in various sporting events.