Sales productivity checklist

By legacy · 36 items · v1 · 0 revisions · 1 view

Strategic planning, prospecting, call planning, during the call and after the call... what needs to be covered?

Strategic planning

Where are my key accounts and what is their growth/profitability outlook?

What are my sales and margin objectives for all my core accounts?

What outcomes must I make happen by when?

Who are my competitors? (Terms of Exclusives? Better Thans?)

What sales tools, joint call support, authority and pricing input do I need and how do I set it up?

Prospecting

Do they need my product or service? Do they have the resources to pay?

Are they happy with their current supplier?

Who is the decision maker and who are the influencers?

What do they do and how do they do it?

When and how do they make buying decisions?

Who are my established competitors and what are my "Better thans" and "Exclusives"?

Have I learned enough and told them enough to ask for a second call and to effectively sell during it?

Call planning

What was my last call objective?

What did I learn and what did I promise during the last call in this account?

Have I learned anything since my last call that could be important to a key contact?

What are my objectives for this call?

What probes can I ask that are likely to reveal information I need?

Is there anything/anyone I should bring to the call?

Is there anyone else from the client company who should attend?

What are my key contact's call objectives?

Are there any objections I can anticipate?

Where is the best place to have this call?

What time of day and length of call is best?

During the call

Adapt to the client's style and stay focused

Let the client know why you are there

Do less talking than the client

Ask your probes and follow up as needed

Actively listen for main and supporting points

Restate and confirm the client's key points

Find ways to develop relationships

Connect customer needs to the ways you can add value to an ongoing business relationship

Close! (next meeting, deal, anything)

After the call

Write notes or a call report (objective, analysis, next actions, recommendations)

Follow up and follow through directly with your management and others as needed

Do what you have promised

Think about how to develop the account