Any Sales Executive, or for that matter any executive responsible for the well being of a company, will know that the preparation of a Sales Pre Call Worksheet is important in helping to ensure a smooth start to the appointment. Whilst this is true, it should not be the only consideration.
When I first became a Sales Executive, I was told that I would need to put a priority on sales pre call planning when we were arranging appointments. Unfortunately, this did not seem to be good enough and I always found myself making early appointments with sales leads which were eventually missed, as I could not find the time to make these appointments.
Unfortunately, there was never any sign of success as far as sales leads and early appointments were concerned, and for the first few months after my arrival, I quickly realized that I had an area of focus that needed some form of improvement. It turned out that this was not the only area that needed improvement and so the improvement process got started with an assessment of what I could do.
After some analysis of my own and after some advice from a Sales Manager, I came up with the following Sales Pre Call Planning Worksheet. This worksheet will be of great use to any Executive planning an appointment and gives them a way to organize themselves in order to ensure that they are organized before, during and after an appointment.
The worksheet allows the Executive to allocate a particular date and time for the preparation phase, which can be used to provide valuable detail to the sales lead. Then, once the preparation phase has finished, it gives the sales lead a specific time slot to meet with the Executive for the appointment, which again can be used to provide valuable detail to the sales lead.
In order to ensure that the appointment goes smoothly, the Executive can also assign a specific time for the Executive and the sales lead to meet. At this meeting, the sales lead can be provided with the details of the sales presentation and any other important information that the sales lead needs to know, for example any details of the business that the sales lead is interested in.
Once the sales pre call planning is complete, the Executive will then receive a copy of the sales presentation that the sales lead has prepared, and this should be circulated around the sales team to ensure that the sales lead is aware of the importance of the appointment and the importance of passing on any relevant information that the sales lead needs to know. The Executive can then take the opportunity to further develop the appointment and ensure that all the elements of the appointment are worked through correctly.
So that is the outline of how to plan a Sales Pre Call Planning in a Sales Executive environment. Hopefully this outline has provided you with some useful ideas on how to plan your Sales Pre Call Worksheet and ensure that you have a successful appointment and a good sales lead.
