Just when you thought you were through we get to the last portion of the process or sales strategy; the evaluation. Do your sales reps take time to evaluate their sales calls? Do you, as the sales manager, spend time with them doing the same? Most sales reps will point to the end result of, sale or no sale, as all the analysis that is necessary. That is certainly step one, but there a few more things to consider before we call it done. By taking the time to document what went well and also what didn't, both the sales manager and the sales rep will have some concrete learning's and best practices for next time. This may feel like overkill, but how often have you seen your sales reps step in the same hole with a customer time and again? Since most sales reps have far too many customers to call on, it is difficult to remember all of our interactions and what worked. This is why Sales Managers must encourage keeping detailed Post-Sale Analysis notes. This will ensure that they always have a history of their interactions at their fingertips.
Just when you thought you were through we get to the last portion of the process or sales strategy; the evaluation. Do your sales reps take time to evaluate their sales calls? Do you, as the sales manager, spend time with them doing the same? Most sales reps will point to the end result of, sale or no sale, as all the analysis that is necessary. That is certainly step one, but there a few more things to consider before we call it done. By taking the time to document what went well and also what didn't, both the sales manager and the sales rep will have some concrete learning's and best practices for next time. This may feel like overkill, but how often have you seen your sales reps step in the same hole with a customer time and again? Since most sales reps have far too many customers to call on, it is difficult to remember all of our interactions and what worked. This is why Sales Managers must encourage keeping detailed Post-Sale Analysis notes. This will ensure that they always have a history of their interactions at their fingertips.
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