The document discusses the importance of sales teams listening to their own sales calls. It notes that salespeople often have blind spots in what they say to prospects. Listening to calls allows salespeople to improve by recognizing these blind spots. However, many salespeople do not like to listen to their own voice, it is not a coaching requirement, or they do not know how to effectively review their calls. The document provides a 7-step process for salespeople to review their calls to improve performance and outlines 5 additional tips, such as having team members listen to 2 calls per week and using successful calls as the basis for coaching. The overall message is that sales teams need coaching now more than ever and listening to their own calls is an

1. Do Your Team
Listen To Their
Own Sales Calls?

2. We’ve All Got
Blindsp ts...

3. ..Things we don’t
know we say to
prospects..

4. So when your sales
team listen to their
output…

5. They’re going to
have better
input!

6. So why don’t
sales teams
listen to their
own calls?

7. 3 REASONS:

8. They Choose Not To
REASON 1:

9. Many sales people
don’t like the sound
of their own voice.
(No…seriously!)

10. They Don’t Have To
REASON 2 :

11. It’s not yet a
coaching
requirement.
(Oops!)

12. They Don’t Know How To
REASON 3 :

13. They haven’t had
the right guidance.
(Easily fixed...)

14. 7 Step Review
Use our
to reflect on your call

15. STEP 1
HOW WELL DID I
PREPARE
FOR THIS
CALL?

16. STEP 2
HOW WELL DID I
CLARIFY THE
OBJECTIVE OF
THIS CALL?

17. STEP 3
HOW WELL DID I
OPEN THE
CALL?

18. STEP 4
HOW WELL DID I
RELATE TO
THE GATE-
KEEPER?

19. STEP 5
HOW WELL DID I
ENGAGE
WITH THE
PROSPECT?

20. STEP 6
HOW WELL DID I
FOLLOW
THE SALES
SCRIPT?

21. STEP 7
HOW WELL DID I
CONTROL
THE NEXT
STEP?

22. 7 simple questions
to uncover, unlock
& understand.
(It all starts with ‘U’!)

23. But we’re
not done
yet..

24. 5 Bonus Tips
(to make this work!)

25. 1. Get your team to
each listen to 2
calls per week.
(No Excuses!)

26. 2. Give them
autonomy in
choosing their calls.

27. 3. Use our free PDF
call worksheet to
help them.
(insidesalescoach.com/resources)

28. 4. Catch them doing
something right.

29. 5. Use a good call as
the basis for group
coaching.

30. Now, more than
ever, your sales
team need
coaching!

31. SUBSCRIBE
TO OUR FREE
WEEKLY
PODCAST
FOR MORE
TIPS!

32. SALES
MAKERS ARE
ACTION
TAKERS SO
DO IT NOW!

33. Need help developing your sales team and team leads?
www.InsideSalesCoach.com
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