Sales Manager/Salesperson Communication Meeting

1. Review current status of the business

2. Review key programs

3. Review progress of salesperson's accomplishments vs. objectives

4. Review policy changes

5. Discuss any other topics of interest to the salesperson

6. Discuss the plan for this sales call, each person's role and any necessary follow-up from this meeting.

Planning

1. Is there a plan for key account coverage on a regular, timely basis?

2. Are appointments being used?

3. Is unavoidable "dead time" utilized in a productive manner?

4. Are planning activities designed to maximize accomplishment of objectives?

The Sales Call

1. Does the salesperson have an objective for each call?

2. Did the salesperson bring the proper tools for making the call?

3. Does the salesperson use the sales process satisfactorily?

4. Is product knowledge sufficient?

5. Is creativity and innovation used to address customer needs and solve problems?

6. Does the salesperson reflect a professional image?

7. Is key information recorded immediately during and after the call?

8. Is necessary follow-up action taken or planned immediately after the call?

9. Does the salesperson review the call by reflecting on the call plan, the call made, and the call objectives she/he wishes were made to capture learning that can lead to improved performance

Administration

1. Does the salesperson have all the necessary tools to run the territory efficiently?

2. Are phone calls well planned and efficiently handled?