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From Sales Calls to Execution

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From Sales Calls to Execution

January 15, 2018

By Mandi Nowitz, Web Editor

When taking part is sales calls, the team must be cognizant of a handful of key elements to ensure the team executes a plan ultimately wowing and landing prospective clients.  So, what needs to be done during and after sales calls to guarantee teams are ready for the big pitch?  Here are a few tips that, if followed, should lead to seamless and effective preparation and presentation.

Objective Management Group gathered data of 100 salespeople to understand the steps taken for execution when a handful of clients express some form of interest, such as:

  • “This has been a very interesting and productive conversation and we might have some interest in this,”
  • “In the meantime, please send us a proposal with references and timeline,” and
  • “We’ll get back to you next month and let you know what kind of progress we’ve made.” 

Upon hearing phrases such as these, approximately 70 out of 100 employees immediately begin working on a proposal.

Additionally, while working on the proposals, the team members express to management how large an opportunity is along with a probability of conversion.  More than one client showing interest is a positive sign that the company has done something right and, now, the team must execute.  What do the other 30 employees do if not working on proposals?  The data implies 19 exit the call, make two journal entries to “propose” and “follow-up,” which eventually will happen.  The final 11 are still in the sales meeting, making inquiries.  Which category do you fall in?

When on the calls, always understand who is making the requests for information from your team.  Is it the CEO from the potential client’s side, an executive, or a buyer?  This will help you better gauge how serious the offer is and how high the expectations are but, nevertheless, the hard work can and will pay off.  With that being said, it is ultimately up to the sales team to divide and conquer.  The team must split and determine who will get what jobs done to get the best presentation possible for the potential client.

The goal is to listen in on sales calls, really listen and understand the direction the client is aiming to go. From there, the team can come up with a plan and use each other’s strengths to make the best proposal possible.

How well do your sales calls work? 

Edited by Erik Linask


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