Page 11 - Increase Your 2020 Sales

7. Pre-Call Checklist

Going into a sales call without a documented, practiced, and rehearsed plan is the equivalent to
playing a football game without film time, practice time, meeting time and strategy
development. Like a coach telling the team “We’re going to wing it today". Minus the
preparation required to succeed and a pre-game strategy, the team will most likely fail.

The same is true of salespeople and sales teams that “wing it”.

We know from extensive research of the 2 million salespeople evaluated by the Objective
Management Group, and through our own data-crunching of the Sales Effectiveness and
Improvement Analysis, that there are specific characteristics that make salespeople successful.

It is no surprise that top producers are extremely strong in the competencies you want in a
salesperson-- Hunter, Consultative Seller, Value Seller, Qualifier and Presentation Ability. Top
salespeople are also extremely competent in executing a consistent, milestone-centric sales
process. That means that typically, their pipelines will be more accurate, their sales cycle will be
shorter, and their closing ratios will be higher.

Why? Because They Follow A Systematic Process!

Years ago, Marsh McLennan, following the tenets of Strategic Selling, would "Blue Sheet"
opportunities to determine if they were qualified and closable. This form and process forced
salespeople to identify and uncover information needed to further vet a prospect, helping to
eliminate time and energy spent on non-prospects.

Anthony Cole Training’s Sales Managed Environment® Program takes each client through a
very specific and detailed process of building, implementing and executing Pre-Call Checklists
and Post-Call Meetings, Check Lists and Scorecards. The process of using a scorecard more
accurately defines the probability of closing a sale. The Check Lists identifies the steps that a
salesperson must take PRIOR to presenting a solution. The Pre- and Post-Call Meetings solidify
a salesperson’s game plan, outlining the items she must cover and identify next.

©ACTGLLC 2020 Page 10