author ~ Dave Neal
Given the hundreds of millions of dollars spent each year for sales professionals to make sales calls, I’m always perplexed by the lack of planning for this critical sales activity.
It seems to make no difference if it’s a daily “milk run” around town, out of town regional calls, or cross- country trips. This also includes the whole gamut of; Go- To- Meetings, Conference Calls, Video sessions, etc. Small, medium, and large companies are all guilty of sub-optimizing their ROI.
The point is, sales management and the average sales professional pretty much “wing it” as they collectively squander their precocious sales time! Time is the great equalizer; everyone has the same 24/7.
How it is used is the differentiator and a key indicator of winners and losers.
I spoke with a sales manager recently about three out of town sales calls he went on with one of his sales professional’s. They were gone for three days and spent about $3,500 for travel, lodging, meals, and entertainment.
The first call was to start with dinner with key decision makers (4) followed by a business meeting the next morning.
The second call was in the same city scheduled with two middle-level buyers to discuss a price increase.
The third call was in driving distance at a neighboring city. This was to be a casual meeting pretty much a “fly by” before returning to the airport and flying home.
The sales manager was livid, and the sales professional was embarrassed. The entire trip was deemed a disaster. The sales manager was dreading a debrief with his boss.
What could have prevented or at least minimized this all too common scenario?
Pre-Call Planning (Who, What, Where, When, Why, and How?)
Depending on the complexity of the call, the Pre-Call and Trip Report suggestions are minimum expectations of alignment for both the sales professional and sales manager, and most importantly, with the customer.
NEALABC can help you with customizing and formalizing this critical sales activity for a free assessment call 480-229-7800 or email, firstname.lastname@example.org or email@example.com. You can also click here and contact us today.
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