One of the critical components of sales success and sales coaching is the ability of the sales managers and their salespeople to run effective joint calls.
There are four steps that will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.
Occasionally I have salespeople call on me. Whenever there are two people on the call, my first thought is: Which one is the rookie? Next, I think; why are two people here? Who is running the sales call? What are they hoping to accomplish besides trying to find out what I’m trying to accomplish? Is this a real sales call for the salesperson or just practice?
I don’t claim to know if other presidents and decision-makers are thinking these things, but you cannot discount that they might. Based on that assumption, it is critical that you have a sales call that is well-defined and choreographed so that the prospect is impressed with the meeting, and you, as either sales manager or salesperson, accomplish what the prospect wants to accomplish. Generally speaking, that is to solve a problem.
Here are 4 steps to more effective joint calls:
- A Quality Phone Call- Remember, the quality of the phone call will determine the quality of the appointment. You must follow a strict phone process to make sure that the joint call is taking place with a qualified prospect.
- Conducting a pre-call- In pre-call sessions:
- Salespeople make sure they are prepared to ask the necessary questions to identify if there is a real opportunity and, if so, set up an additional meeting
- The sales manager and salesperson roleplay the appointment
- Everyone agrees to and identifies who will do what during the sales call
In addition to these steps, the sales manager has to be prepared to let the salesperson fail on the call. Sooner or later, you just have to let them go. If you rescue them all the time, then the salesperson becomes dependent on the sales manager and never develops the sales skills they need to succeed. These four steps, tied to discipline one-on-one coaching, will dramatically improve your sales team's ability to eventually conduct extraordinary sales calls on their own.