One of the great eye openers when working with a sales person is asking them to share what’s on their calendar for the next week and the reality that sometimes brings with it.
But more of an eye opener is asking them to share what’s on their call plan and the reality that brings with it – or lack of reality!
So, here’s my thoughts on those two points:
- 25% or the ASX50 Companies in 2013 failed to meet their sales results
- 36% of salespeople today are not expecting to reach their 2014 budgets
- The economy is not getting worse so that can’t be blamed
So what can the individual salesperson do to get the edge, be on the ball and create dramatic cut through?
Well, one of the disciplines is to create and use a Call Plan to lead the conversation and hold the space. If you want to self coach yourself prior to a call, if you want to prepare in advance or if you are a manager and want to work with your salesperson prior to a call, then ensure that the following can be answered:
- What do you know about your client?
- Why do they think you are calling on them?
- What is a win for them and a win for you?
- What is the outcome of the call?
- What is your plan for the call?
At this last question, if you are like me, then you may hear….crickets!!
If you don’t have a call plan two things will happen:
You will have no control of the meaning and no direction for the call, nor will the client. Either they will control the meeting, and you walk away thinking, ‘now what? – too little, too late”, or they will say nothing and you will talk and talk and talk and go down that rabbit hole of waffle, product speak or lack of intelligentsia.
So… what if I was to ask you to share your calendar and your next client call plan.
Would I also hear …crickets?