Follow-Up

January 28, 2021 Selling Comments Off on Follow-Up

The last newsletter focused on planning.  Now let’s look at the follow-up required to support the KPI’s and your business plan.  Following-up is a key component of the sales process and many sales people struggle with it to the extent that some hardly do it.  Is it because they do not think it is worth doing?  Is it because it takes time to do taking time away from other things they believe are more important?  Regardless of why, it is critical to their success that they make following-up a habit.

They have done all the work to get in front of their customers and prospects to identify solutions they can provide.  They have put in the time to quote solutions and submit the quotes.  They need to continue to work to identify when the PO will be issued so they can plan for the order and if needed, be there right before it is placed.  They need to know where the quote is in their customers purchasing process so they can be prepared to help move it along.  And they need to verify they are the vendor of choice and if not work to make changes, so they are.  This is all important because it tells them what to work on and when, so they are successful when the order is released.

Follow-up is just as critical in the prospecting phase.  They do the work to identify and qualify the targets so once they start calling on them why not be just as focused with the follow-up phase.  Once a prospect is targeted and you make the first contact then the follow-up process must kick in and you keep following-up until they acknowledge they need to meet with you, or you qualify why not.

Follow-up, follow-up, and follow-up.  This is what your sales people should be thinking.

How do teach your sales people to do this?  We can help you do it.  How do you get them to do this when prospecting and after the quote is submitted?  We can help you do it.  We need to talk because we can help!

“A Habit” is not work, but just a thing that is done every day and following-up is critical to your success in business and can easily become a Habit.

TIME MANAGEMENT.  For Top Performers every task is planned and focused on the goals that earn the results.  Top Performers plan and then engage.  They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do.  We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and implementing these methods and skills and our clients love it!