Accounts
Your toolkit to drive sales excellence
Overview Proper planning and the ability to implement a plan is what differentiates a “Good” rep from a “Great” rep. The planning process for your reps begins each year with building your Business Plan. The Business Plan defines where they want their business to be within a certain period of time and how they plan on getting there. The plan includes a forecast of potential and planned sales dollars, call frequencies, and a specific structured action plan to achieve those sales goals. As they prepare to make calls on each of these customers, what is their plan? Do they have a call objective, a planned
Objectives This section of the Playbook will provide you with information related to: • Establishing SMART goals • Pre-Call planning prior to each customer visit • Preparing a powerful opening statement for the call • Qualifying leads and improving time management Resources In addition to the Playbook your reps
opener and line of questions to learn more about the customer? After the call are they documenting the information they gained, thinking about next steps and ways to be more productive during future interactions? The reps that are able to successfully implement the above are more likely to reach their budgeted goals and more. Also, by reviewing and revising the plan during the course of the year, your reps can ensure that they focus their activities on what provides the greatest return.
can locate coaching information regarding Pre-Call Planning from the following resources: • Calendar • Your Supervisor • Other Reps
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