3. 3
Sales Leaders
miss or make
the number
one sales call
at a time.
Yet, they rarely pay attention to
each call
4. 4
Most Sales Leaders look at each rep’s
performance to quota
They also review
the pipeline, but
these are too
difficult to
control
Sales leaders can control the quality
of sales calls every day.
9. 9
#1. Show up and throw up
(Inward-Out Approach)
Quit talking about how
great your product or
company is.
Nobody cares
10. 10
They want to know how it will help them.
How will your solution help get them promoted.
Make them more money.
Get them recognized by their boss.
Period.
11. 11
Entering a call
unprepared still shocks
me.
But 8 out of 10 calls we
observe don’t have
completed call plans.
Sales people don’t
think they need them.
#2. Poor self-preparation
(no call plan)
12. 12
Your sales rep talks a lot, but
doesn’t engage the audience. The
audience loses interest after 5
minutes.
#3. Call is one-sided –
Talking head syndrome
13. 13
Multiple people trying to get
their point across meeting
leads to little customer
interaction.
The customer ends the call
because time is up without
next steps being discussed.
#4. Overlays/Specialists
aren’t on the same page
as the sales rep
14. 14
We all miss things. A little coaching
and inspection can make a huge impact
on a single call.
#5. Front-line Sales Managers
aren’t providing adequate
coaching
15. 15
You know you want to move
the deal forward.
Is that an objective?
NO
Set clear, measurable
objectives for each sales
call. Then self-assess post
call.
#6. Objectives for call aren’t clear
16. 16
The best sales people ask tough questions.
They surface fear and risk.
Average sales people talk about product
and avoid “awkward” discussions.
#7. Topical Conversation
17. 17
#8. Sales Rep Happy Ears
The rep thinks every call went
great.
They ignore risks, gaps, and
pitfalls.
While optimism is a good
thing, it has to be balanced
with reality.
18. 18
The easiest way to
reduce your sales cycle
length is to establish
next steps.
Never end a meeting
with “I’ll call you next
week to catch up”.
#9. The call ends without steps
being defined
19. 19
Sales people that talk
product and price are a
dime a dozen.
Great sale people teach
the customer
something new.
They bring insight and
thought leadership that
isn’t the norm.
#10. Lack of Value
20. 20
The best sales teams do something
that is very difficult.
They execute on a daily basis.
You either move the deal forward or you don’t.
21. 21
1.Track:
you have to know
what interactions are
coming up.
2. Inspect:
CRM: is the deal
progressing?
Job Aids: Has the rep
completed a call plan?
3. Ask:
Probing questions to
ensure they are
prepared
4. Provide:
ideas, insights, content, examples, use
cases and best practices.
How to Prepare your Sales Team
for Major Interactions
23. 23
If you don’t have a content management process or need
help optimizing your current one,
Contact us
Email – robertmariavincent@gmail.com
Phone – 091-9894853480
ARISE TRAINING & RESEARCH CENTER
Editor's Notes
Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com