By Marguerite Zimmerman

Building your sales representatives courage and confidence

Plan a joint sales call with each of your representatives Ask each of them to prepare a pre-call plan for the meeting that includes:

1. The objectives for the sales call exactly as the rep would communicate them to the prospect or customer
2. The way in which the rep plans to gain agreement or ask for input on the objectives for the call
3. For internal/planning purposes – the rep’s