Introduction
to Effective Call Management
Yet, while many of these
factors hinder your planning efforts and certainly consume time
in huge chunks, the most successful Acme sales representatives
have instinctively developed methods for using their time efficiently
and utilizing what we label as “effective call management.”
In addition, a successful scheme of attack requires the daily discipline
to “work the plan.”
Here is a brief overview of the interacting
steps that are required to implement an Effective Call Management
(ECM) Process:
- Set performance goals for income, sales,
presentations, prospect calls, and monitor your own performance
- Segment your territory into zones to
eliminate costly travel time and allocate a day’s activity
(on a rotational basis) to each zone
- Block out time for telephone prospecting
to set appointments and to balance our face-to-face prospecting
efforts
- Use effective telephone techniques to
get attention, qualify prospects, and to “sell”
the appointment (only)
- Utilize the telephone appointments to
build and focus your daily activity, using these planned presentations
as a centerpiece for face-to-face prospecting
- Use your sales managers/peers for coaching,
and to refine your plans
- Develop the discipline to execute this
type of plan every day
These seven steps will be covered in detail
in this program, and you’ll be provided with appropriate
tools and training for accelerating your sales results. The
bottom line is that you’ll increase sales, work smarter,
and be better organized |
