As a sales leader, what are you inspecting?
Here’s a typical conversation after a sales call:
Sales Manager: “How’d it go?”
Sales Rep: “Great!”
Sales Manager: “Going to get good business out of this one?”
Sales Rep: “Definitely!”
…and then everyone moves on.
Sales leaders have an opportunity to develop and drive performance through a detailed post-call analysis audit. Better questions to consider after a sales call include:
- What are the economic drivers that will influence the customer’s decision?
- What commitment did you earn today? What are the agreed-upon next steps?
- What went well? What would you have done differently? Where can we improve next time?
- Who else could possibly impact the decision?
- How are you going to add value after the call?
Add questions that are relevant to your unique situation, competitive landscape and sales cycle.
Make auditing a consistent practice and part of your sales culture. Ask harder, more detailed questions and guide reps through the importance of creating a detailed, specific sales road map and timeline post-call. Here’s how sales auditing improves results:
- Helps sales reps understand how to structure more effective calls and invest more into pre-call planning.
- Reinforces best practices and gain valuable insights to share with the team.
- Creates consistent standards and expectations around a quality sales engagement.
- Spends less time going forward time on low-yield opportunities.
- Shortens the sales cycle.
Auditing and analyzing sales calls and then socializing the best practices and lessons learned is one of the best development opportunities inside a sales organization. Over time, it has a measurable impact on results. Your presentations
In this video, I talk through the importance and impact of consistent post-call analysis.