In the last two podcasts, When Operational Excellence Hits a 9-Foot Wall and Myths and Misconceptions of the Cold-Calling World, Chris, Corey, and Valerie Schlitt, CEO and founder of VSA, have been discussing various aspects of striving for operational excellence. In this third and final podcast on the subject, these three sales experts turn to the topic of coaching. Listen to what they have to say about how coaching works best — and the challenge of doing it in today’s work-from-home world.
Valerie explains that what she misses is the way coaching worked before COVID, when she and her team were in the same office, with many of them calling on the same program. And they would sit next to each other, and listen to each other, and hear what went well on each other’s calls, and then copy it. This passive coaching among co-workers isn’t available now. And though active coaching by management isn’t impossible right now, it has to be done in a different way.
In the past, using ConnectAndSell, Valerie’s team at VSA listened to call recordings together and then dissected calls as a team in order to teach and learn what works and what doesn’t when cold calling. Like so many aspects of working from home, coaching is so much more difficult when your team members are scattered across town.
As with most Market Dominance Guys’ podcasts, the conversation often wanders into related areas of sales. Hear what these three have to say about the often-misaligned purposes and practices of two related departments — Sales and Marketing. And then listen while Chris suggests a cure for the misalignment. Yep. You’re going to want to hear this!
About Our Guest
Valerie Schlitt is the founder, owner, and CEO of VSA, a B2B call center that helps clients generate leads and produce new business. Valerie also heads up the Philadelphia chapter of AA-ISP.