Page 4 - Increase Your 2020 Sales

Have a game plan for your salespeople and their activity each week. Know what your
ideal sales week looks like.

7. Pre-Call Checklist – In games, plays are most often called by the offensive coordinator
from the sideline. However, during weekly practice, the coordinator goes over a series of
pre-snap situations with the offense so they can quickly modify the play depending upon
what the other team’s defense does.

You and your salespeople should prepare for any substantial appointment with a pre-call
checklist. Help your salespeople prepare to execute the sales steps and Q3 (Qualify,
Qualify, Qualify) the prospect on the call. Role-play the appointment to help them flex,
depending upon the prospect’s actions and reactions.

8. Post-Call Debrief – After every game and sometimes after practice, the coaches review
film and compare it to the plays or defenses called. This allows for a measurement of
performance against the planned execution (Pre-Call Checklist).

The Post-Call Debrief in selling allows the sales manager to evaluate, offer corrective
action, coach and suggest appropriate prospect follow up steps to the salesperson.

9. Performance Recording– Digital audio and video devices give football teams instant
feedback on practice and game performance. These tools must be used to record practice
and games so that actual performance can be observed. Observing footage is more
impactful for both the performer and the coach than trying to coach data reports or
personal observation.

Record role-plays in sales meeting. Your salespeople will benefit greatly with the ability
to see and hear themselves. Their performance can then be coached, compared and
measured against best practices.

Each of these sales productivity tools are detailed in this eBook. As a bonus, sign up below for
your 10th sales productivity tool - our Weekly Sales Brew!

©ACTGLLC 2020 Page 3