Lori Richardson, previously voted one of the 'Top 25 Sales Influencers for 2012', explained that the first part of the challenge is to assemble a post-it weekly planner.
Next, list down 28 strategic partners who can help a sales person tap into multiple business opportunities – the figure refers to the number of lines on the piece of a ruled sheet of A4 paper.
This list can be ranked however an employee chooses, though phone numbers for each client should either be noted on the right side of the list or in a CRM system.
After this has been completed, it is up to the sales person to call each partner on the list to tap into opportunities – at least five calls per day is advised.
Details of each conversation should be written up on post-it notes, which can then be placed on the aforementioned weekly planner.
At the end of the 28 Partner Call experiment, sales people are likely to have tapped into lots of information and areas of knowledge for their business, which they can then use to help a company excel.
Based in Milton Keynes, Aaron Wallis are a sales recruitment and sales training business committed to sales excellence.
Posted by Wayne Bly
Via: Salespeak News