Page 12 - Increase Your 2020 Sales

Close more business, more quickly and at higher margins by developing and implementing Pre
and Post Call Meetings, Check Lists and Scorecards!

8. Post-Call Debrief

Back in my playing days, we had to wait a day to get game film developed and delivered to the
coach's office, so that we could review players and performance. A couple of weeks ago, our
Defensive Coordinator at Moeller HS used a tablet to coach his defense based on what had
just happened on the football field. With today’s digital technology, you can get your game or
practice video feedback immediately, enabling you to coach in real-time.

You can do the same with salespeople.

The reason the game film is so effective is because film presents reality. There are no
opportunities for excuses, shifting of blame, or hiding from the truth. In the film room, fierce
conversations take place about converted and missed opportunities, the amount of effort
exhibited, the outcome of a specific play and more. An immediate feedback loop like this is
effective while the encounter is fresh in everyone’s minds.

Your Post-Call Debriefs must work the same way if you are going to accomplish the following:

• Improve skills
• Change behaviors
• Close more business, more quickly at higher margins

To do this effectively, you must have an Effective Sales Process that identifies each step and the
qualification information that must be discovered in each step. This will provide the checklist
that you will follow and check off as your salesperson progresses through the sales process. The
salesperson must gather all the necessary information to progress to the next step. This will help
each of your salespeople to be more realistic and less idealistic in their projections.

When we teach EPAS – Emergency Pipeline Analysis System – we look at several opportunities
in the pipeline and calculate their probability of closing. Thus, if we examine 5 opportunities
and the average closing probability is 75% or greater and none of the opportunities close, we
have a clear indication that something is wrong:

• Either the producer is falsifying data or
• The producer is failing to effectively execute the sales steps

In the end, what you wish to accomplish with a Post-Call Debrief is to help salespeople clearly
evaluate each opportunity: Is this a qualified prospect? Is the prospect willing and able to commit
money to make the problem go away? Is he the decision-maker? Is there a board that must
approve?

©ACTGLLC 2020 Page 11