Guest post by Bill Schoeffler
We have had many requests for a sales management checklist. The sectioned list below should help you touch all the bases.
Prospecting for Leads
❑ Lead list checked against database for duplicates
❑ Lead fits basic prospect requirements (e.g. income level, type of business, etc.)
Setting Appointment
❑ Initial contact made (phone call, email, in-person visit, etc.)
❑ Pre-qualification completed
❑ Appointment scheduled
❑ Researched prospect to determine needs
❑ Sent meeting agenda and requirements to prospect
Initial Presentation
❑ Final qualification completed – prospect is a true opportunity
❑ Prospect needs assessed
❑ Decision maker identified
❑ Purchasing process and requirements identified
❑ Next steps determined (schedule a second meeting, collect RFP requirements, etc.)
Information Collecting
❑ Prospect priorities, issues and requirements documented
❑ Competitor comparative strengths and weaknesses assessed
❑ Prospect internal advocate(s) identified
❑ Prospect internal opponent(s) identified
❑ Purchasing process documented and approved
❑ Sales team and other collaborators briefed
❑ Project funding applied for and approved
Development
❑ Prospect contacts and/or visits industry references
❑ Proposal submitted to prospect and any requested revisions completed
❑ Contracts submitted to prospect’s legal team for approval
❑ Closing date determined
Closing
❑ Prospect objections and questions addressed
❑ Appropriate product/service type selected and accepted
❑ Customer signed contract
❑ Asked customer for permission to use as a reference or testimonial
❑ Asked customer for referrals
Post-Closing
❑ Reported sale to sales manager
❑ Order processed and filled
❑ Sent thank-you note to customer
❑ Followed up to confirm customer satisfaction
❑ Resolved any questions or problems
