Team Selling and Team Planning

[Top Sales Magazine]

Pre-call planning. As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I don’t do scripts”, “I’m best when I’m spontaneous” or “I can spend my time much more effectively doing other things” are all in the chorus. Then there’s, “It’s just a waste of time” or “Don’t worry – I got it. I’m good!”. Behavior profiling aside, it does seem that many people drawn to selling have an aversion to pre-call planning. Of course, this isn’t true of all sales reps but even with the availability of electronic tools and apps to streamline the process, many still view planning as a waste of time. They simply don’t believe in it.