
BEST-IN-CLASS IMPLEMENT SALES CALL PLANNING
Call planning is a widely adopted best practice. The benefits are well documented – increased sales, better engagement, more relevant discussions. The biggest barrier is the perceived amount of work that goes into each call. Let’s talk about pre-call planning for now: 1. Determine the call objectives. The first step in pre-call planning is setting the objective for the call. The objective should be formulated in terms of the commitment desired from the customer that m