The most common reasons cited by senior executives for not talking to sales people is that they are not prepared for the sales call, wasting the executive’s time. To be prepared a sales professional needs to understand the industry, the company, the person they will be speaking to, and have goals for every meeting. A specific yet simple approach to pre-call planning is critical to establishing value during each appointment.
Post-call debrief is equally important as it provides a platform to assess our initial planning and for developmental coaching. The SD consultants help implement and facilitate these simple yet highly effective coaching interactions between the sales manager and the member of their sales team.