Call
Planning
There should be a Call Objective for every Sales Call, or at least
for the large or important ones; and which ones are not?
The Plan should have clear, outcome Sales Objectives: we recommend
a Main, a Minimum and an Optimistic one.
Then the Plan should have notes for the Opening
& Intro, IBS, Key Questions, Qualifying, Closing the Call,
etc.
PERFORMAX's Tool is our Call Planner and Evaluation
Tool.
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Call Evaluation
& Review
Sales Professionals should rate themsolves after a Call, and Managers
should make Joint Calls to give vital feedback and coaching as
well.
Typical evaluations should start with, "Did
you or did you not achieve the main Call Objective." If Yes,
"Great". If not, "Why not?"
Then review the details of the Call, ie: Opening
& Intro, IBS, Key Questions, Qualifying, Closing the Call,
etc., and any coaching or feedbacks should be noted.
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