Monitoring of commercial activities

In addition to goals, if you lead a team, personally follow up on the following:

  • What is talked about in the prospecting approach.
  • How calls and meetings are conducted.
  • The submitted proposals.
  • The schedule of your commercials.

What is talked about in the prospecting approach

Once a month, stand next to your prospect during calls and listen live and in color to what is spoken and how it is spoken.

If you have a system for recording calls, even better. Listen to between 3 and 6 calls per week.

Surely you will find opportunities for improvement and feedback for your executive.

Areas of attention to check on calls: slang usage ("show", "joinha?", "what's up, gorgeous?" etc), interruptions in speech, insecurity, haste/phobia in speaking, prolixity, lack of clarity in the proposition, signs of impatience, lack of insistence in passing on the offer, signs of irritability.

When you come across some non-conformity, write down the examples and then on another day, give feedback on what you saw good and bad in your monitoring.

How calls and meetings are conducted

Go along to one or another meeting (or follow up on some qualification calls) that would normally be played by your executive.

Important: Let him lead. I know it is difficult, because your ego will want to take the head of the table and command the agenda, but then you will lose the purpose of the follow-up.

See how he puts himself, argues, expounds, etc. Take notes of the meeting and the opportunities for improvement.

Areas of attention: Talking too much, not listening carefully, losing linearity of thinking, diffusion of subjects and loss of focus, not asking the calibration questions (if they need it, how much they need it, how they decide, for when, etc.) and posture (being brusque, arrogant, self-centered).

Give feedback two days later and not on the way out of the meeting.

The proposals sent

When being copied on emails, open a proposal sent to a lead and see if it is polished.

Areas of attention: Typos, formatting errors. Make sure the document looks professional and, of course, follows your management guidelines regarding content.

Control the timing of issue from the request and the follow up organization (if they are being done and when).

The schedule of your commercials

It is very common for a business executive to lose schedule organization. Reasons:

  • Market responses do not happen in a linear fashion.
  • Erratic internal demands.
  • Personal disorganization.
  • Lack of support systems for time management.
  • Indiscipline.

So far, so good. The big problem comes when the results of the work don't show up and the meritocracy is diluted in the management (lack of pragmatic vision on the individual results and how much they contribute to the whole). Then everything becomes a mess.

So help your team get organized and don't become an offender by asking for meetings all the time and retail demands. Use management reports to collect budget numbers and help organize your sales people's schedules.

The greater the consistency and regularity, the better.

Stavros Frangoulidis
Stavros Frangoulidis
CEO of PaP Solutions ⚡ Let's connect on Linkedin too

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