Call planning – keep it simple, yet effective

Salespeople may not do it as often as they should, but most would rally around the notion that call planning is a good idea.

Yet when salespeople are asked why they don’t do a better job of pre-call planning, the answers heard most often are “No time” or “Too much paperwork.”  Sometimes the complaints are partially justified sometimes they are not.  When some salespeople say – “I just do it in my head” – that doesn’t hold water. What are some good ideas for getting it done and getting it right?

But a pre-call plan doesn’t have to be more than one page or take more than 15 minutes.

Call Planning

Here is a Sales Mastery Minute video containing some pre-call planning tips.

… And do you want to take a deeper dive into call planning and other sales skills? Click here.

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About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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