Documenting Sales Call Opportunities

1. Documenting Sales Call Opportunities DOCUMENTING SALES CALL OPPORTUNITIES HOW-TO GUIDE

2. 2 Documenting Sales Call Opportunities How-to Guide Your Outside Sales Representative comes into the office complaining that their prospect wasn’t in a position to buy your product. They have every excuse and objection, but you have a lingering feeling that a solid opportunity was wasted. This is a reality for many Sales & Marketing Directors in mid-sized enterprises. Read this summary to understand the importance of documenting sales call opportunities and ensure your reps are giving 100% on every call. Use Demand Metric’s downloadable Sales Call Reporting Tool to provide a simple frame- work for reporting on the results of sales calls. HOW-TO GUIDE Documenting Sales Call Opportunities What Needs to be Documented? Sales Call Participants — are the right decision-makers and stakeholders even in attendance? Is your representative wasting time pitching gates? Have your representative show you WHO they brought to this meeting to provide assurance that they are able to get the right audience to the meeting. New Business Opportunities — any new business development opportunities, including sales, partnerships, supplier relations, investors, or other opportunities. Be sure to include milestones, timelines and start/end date. Discussion Results — action items from the discussion need to be captured and used to measure success of new opportunities. Having an Action Plan for each customer is essential for manage- ment to guide struggling sales reps. Meeting Agenda — this sounds basic, but you need to make sure that your front-line troops are prepared for their meeting, and are sending out confirmations and meeting agendas. This may be an area for improvement. 2 Documenting Sales Call Opportunities How-to Guide Your Outside Sales Representative comes into the office complaining that their prospect wasn’t in a position to buy your product. They have every excuse and objection, but you have a lingering feeling that a solid opportunity was wasted. This is a reality for many Sales & Marketing Directors in mid-sized enterprises. Read this summary to understand the importance of documenting sales call opportunities and ensure your reps are giving 100% on every call. Use Demand Metric’s downloadable Sales Call Reporting Tool to provide a simple frame- work for reporting on the results of sales calls. HOW-TO GUIDE Documenting Sales Call Opportunities What Needs to be Documented? Sales Call Participants — are the right decision-makers and stakeholders even in attendance? Is your representative wasting time pitching gates? Have your representative show you WHO they brought to this meeting to provide assurance that they are able to get the right audience to the meeting. New Business Opportunities — any new business development opportunities, including sales, partnerships, supplier relations, investors, or other opportunities. Be sure to include milestones, timelines and start/end date. Discussion Results — action items from the discussion need to be captured and used to measure success of new opportunities. Having an Action Plan for each customer is essential for manage- ment to guide struggling sales reps. Meeting Agenda — this sounds basic, but you need to make sure that your front-line troops are prepared for their meeting, and are sending out confirmations and meeting agendas. This may be an area for improvement.

3. 3 Documenting Sales Call Opportunities How-to Guide 1 2 3 Conduct Key Account Planning Report on Sales Calls Measure Results Use Demand Metric’s Key Account Planning Tool to document account & opportunity size, current and goal state of the account, account objectives, and account action plan. V I E W R E S O U R C E Action Plan STEP 1 - Conduct Key Account Planning Build Your Key Account Action Plan Key Account Planning Tool 3 Documenting Sales Call Opportunities How-to Guide 1 2 3 Conduct Key Account Planning Report on Sales Calls Measure Results Use Demand Metric’s Key Account Planning Tool to document account & opportunity size, current and goal state of the account, account objectives, and account action plan. V I E W R E S O U R C E Action Plan STEP 1 - Conduct Key Account Planning Build Your Key Account Action Plan Key Account Planning Tool

4. 4 Documenting Sales Call Opportunities How-to Guide 1 2 3 Conduct Key Account Planning Report on Sales Calls Measure Results Action Plan STEP 2 - Report on Sales Calls Use Demand Metric’s Sales Call Reporting Tool to strategize and report on new business oppor- tunities with sales management. V I E W R E S O U R C E Report on New Business Opportunities Sales Call Reporting Tool 4 Documenting Sales Call Opportunities How-to Guide 1 2 3 Conduct Key Account Planning Report on Sales Calls Measure Results Action Plan STEP 2 - Report on Sales Calls Use Demand Metric’s Sales Call Reporting Tool to strategize and report on new business oppor- tunities with sales management. V I E W R E S O U R C E Report on New Business Opportunities Sales Call Reporting Tool

5. 5 Documenting Sales Call Opportunities How-to Guide 1 2 3 Conduct Key Account Planning Report on Sales Calls Measure Results Analyze how well your sales reps are achieving account objectives, moving opportunities forward, and winning deals. Action Plan STEP 3 - Measure Results Discover the Metrics on Your Sales Rep Team V I E W R E S O U R C E Sales Forecasting Tool CRM Program Playbook V I E W R E S O U R C E 5 Documenting Sales Call Opportunities How-to Guide 1 2 3 Conduct Key Account Planning Report on Sales Calls Measure Results Analyze how well your sales reps are achieving account objectives, moving opportunities forward, and winning deals. Action Plan STEP 3 - Measure Results Discover the Metrics on Your Sales Rep Team V I E W R E S O U R C E Sales Forecasting Tool CRM Program Playbook V I E W R E S O U R C E

6. Demand Metric is a marketing research and advisory firm serving a membership community of over 100,000 marketing professionals and consultants in 75 countries. Offering consulting playbooks, advisory services, and 500+ premium marketing tools and templates, Demand Metric resources and expertise help the marketing community plan more efficiently and effectively, answer the difficult questions about their work with authority and conviction, and complete marketing projects more quickly and with greater confidence — thus boosting the respect of the marketing team and making it easier to justify resources the team needs to succeed. To learn more about Demand Metric, please visit www.demandmetric.com About Demand Metric Follow us on Twitter Like us on Facebook Join Linkedin Group © Demand Metric Research Corporation. All Rights Reserved. Demand Metric is a marketing research and advisory firm serving a membership community of over 100,000 marketing professionals and consultants in 75 countries. Offering consulting playbooks, advisory services, and 500+ premium marketing tools and templates, Demand Metric resources and expertise help the marketing community plan more efficiently and effectively, answer the difficult questions about their work with authority and conviction, and complete marketing projects more quickly and with greater confidence — thus boosting the respect of the marketing team and making it easier to justify resources the team needs to succeed. To learn more about Demand Metric, please visit www.demandmetric.com About Demand Metric Follow us on Twitter Like us on Facebook Join Linkedin Group © Demand Metric Research Corporation. All Rights Reserved.