One of my favorite hobbies is powerlifting…the bench press to be more specific. When I ask someone to spot me, I tell them how many times I plan to press the weight. When I'm done, I'm happy if I met or exceeded my goal. And, I'm ticked if I miss it.
Think about your sales team as they conduct a prospect meeting. When they call you afterwards and say they had a great call, what does that mean? If it simply means the prospect was a nice guy, we're all in trouble.
Salespeople should have a goal – or a set of goals - for every prospect meeting. Of course, based on where they are in the sales cycle and who they are meeting with…the goals are different.
Before your salespeople go into a call, ask them to think ahead two hours. This was a great meeting if what happened? If they know the success goals, it makes it easy to develop their meeting plan strategy. The actions in the call map back to the goals.
Use this sales call approach and your salespeople will know for sure if they had a great call or a flop and so will you....
See you next time on the Sales Management Minute.
