Page 13 - Increase Your 2020 Sales

The Post-Call Debrief will help salespeople recognize bad or unclear opportunities and when
they should walk away or move a prospect out of their pipeline and into the contact database.
Unqualified prospects are time-wasters and falsely inflate pipelines. A pipeline that includes
unqualified prospects also allows salespeople, and consequently the company, a false sense of
security and poor forecasting data.

9. Performance Recording

In our world today, audio recordings are constantly being used to improve skills, check on
compliance issues, and improve the quality of customer service. Think about the last time you
called to check on a bank statement, a credit card charge or to make a change in a flight
reservation. "This call will be recorded."

When that happens, what do you do?

1. Do you hang up because you don’t want the conversation to be recorded?
2. Stay on the phone because you don’t care if it’s recorded?
3. Ask that the conversation not be recorded?

If you are like most people, you don’t give it a second thought. So how can use performance
recordings to improve your skills and the skills of those on your team?

1. You should take time to role play in every sales meeting.
2. On occasion (once or twice a week), record the roleplay and then play the recording back
for discussion in a sales meeting.
3. Have your team evaluate the role play objective and responses during the exercise. Ask
yourself, or your people, these questions after the role play is complete:
o Did the salesperson get the prospect involved in the conversation as soon as
possible?
o Did the salesperson ask permission to tell the prospect “Why” she was calling?
o Did she “look, act and sound” like a typical sales person?
o If you were the prospect would you have continued to listen?
o Would you have scheduled an appointment?
o Was the presented value proposition compelling enough to prompt you to ask
questions?
o Did the salesperson start "selling on the phone"?
o Did the prospect get invited to meet or did the salesperson invite the prospect to
meet?
o On a scale of 1-10, how well would you rate the salesperson’s ability to handle
objections or questions?
4. Record your 1-on-1 coaching sessions, especially if you demonstrate what you expect
your salespeople to do on a call.
5. Make audio and video recording part of any and every training program.
6. Provide objective feedback to recordings sent to you by your sales team.

©ACTGLLC 2020 Page 12