One of the great eye openers when working with a sales person is asking them to share what’s on their calendar for the next week and the reality that sometimes brings with it.

But more of an eye opener is asking them to share what’s on their call plan and the reality that brings with it – or lack of reality!

So, here’s my thoughts on those two points:

  • 25% or the ASX50 Companies in 2013 failed to meet their sales results
  • 36% of salespeople today are not expecting to reach their 2014 budgets
  • The economy is not getting worse so that can’t be blamed

So what can the individual salesperson do to get the edge, be on the ball and create dramatic cut through?

Well, one of the disciplines is to create and use a Call Plan to lead the conversation and hold the space. If you want to self coach yourself prior to a call, if you want to prepare in advance or if you are a manager and want to work with your salesperson prior to a call, then ensure that the following can be answered:

  • What do you know about your client?
  • Why do they think you are calling on them?
  • What is a win for them and a win for you?
  • What is the outcome of the call?
  • What is your plan for the call?

At this last question, if you are like me, then you may hear….crickets!!

If you don’t have a call plan two things will happen:

You will have no control of the meaning and no direction for the call, nor will the client. Either they will control the meeting, and you walk away thinking, ‘now what? – too little, too late”, or they will say nothing and you will talk and talk and talk and go down that rabbit hole of waffle, product speak or lack of intelligentsia.

So… what if I was to ask you to share your calendar and your next client call plan.

Would I also hear …crickets?

Be Bold, Brave and Brilliant

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance.

BIO: Business environments wanting to increase their revenue and profits, and differentiate themselves in a competitive market, ask for Bernadette McClelland because of her thought leadership on sales performance, her ideas on thinking beyond resilience and her fresh perspectives surrounding personal leadership skills — all designed to master the outcomes that matter.

Bernadette has proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.

Believing that sales performance is a leadership issue, you will also find her heading Melbourne’s human potential based sales performance consultancy, 3 Red Folders, as she navigates lead generation, message to market and digs deep into sales process activities with her clients in the mid-tier sector as well as founding ‘Women Who Sell’, an initiative designed to bring more women up to speed in their sales success.

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