It’s been said a Great Pipeline has: Quantity; Quality; Balance; and Movement.
Time to get real….get to the REAL questions, commitments, and accountabilities- without the excuses and “get sales people focused” week in and week out!
The “NO BS” WEEKLY INDIVIDUAL SALESPERSON CONVERSATION:
Held once per week: Scheduled with each sales person & booked in the calendar
TELL ME ABOUT LAST WEEK…
1. Did you achieve your weekly goals? Why? Why not? What happened?
2. What success did you have?
3. What failures / disappointments did you experience?
4. Tell me about the accounts / prospects you saw.
5. What could you have done better?
6.What are your plans / next steps with these accounts?
WHAT IS THE PLAN FOR NEXT WEEK?
1. RE: Prospecting / Business Development ( Be specific)
2. What new and existing accounts will you call on next week? ( Be specific-what’s the goal? How will you prepare?)
3. What problems, issues or crises do you see developing?
4. What are your 3 most important goals / “must do” activities next week?
5. Which of your pipeline accounts do you think I should call?
6. If you are on track with your goals, what are you going to do to stay ahead?
If not, what are you going to do to change and catch up?
Consistent weekly coaching & follow through will create a more predictable & consistent activity, accountability and pipeline/sales results
