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Rep:
Manager/Team Lead:
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Key: NI = Needs Improvement, MR = Meets Requirements, ER = Exceeds Requirements
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SkillRatingAction Item
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Pre-Call Planning/Prep - 30-60 seconds
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Preperation for call. Do we know where we're going before we begin?
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Proactive research of the lead - Who are they? Do they have a valid email? Website?
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Properly prioritized lead - Are you calling the right person at the right time?
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Did we view where this handoff is going, if/when it happens?
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CRM
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Take quality notes - What the customer said? What decisions were made?
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Creates good follow up tasks/events
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Notes are kept up to date
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Are we moving from Opp to Opp efficiently
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Handoff to AE provisioned swiftly, accurately, with proper notes
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Call Evaluation
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Intro/Elevator Pitch
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Effective with "Gate Keepers" and their objections
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Effective with decision makers and their objections
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Value Proposition - Why should they use [The Company]
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Value Proposition - What are their issues? Did we effectively surface the "Pain"?
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Who else needs to be involved. Did we ensure all decision-makers are identified?
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If there is another DM(s), did we work to get the details on the other DM(s)?
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Are we properly framing "next steps"
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Pricing. Did we address pricing when asked? Did we do so without delving to deep into details?
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Handoff setup. Did we get the AE involved expediently?
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Diagnose & Prescribe
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Did we help the customer sort through their issue? Did we adequately position [The Company]?
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Summarize their issues. Are we recapping early and often? Are we using reflective listening?
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Does the customer belive?
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Are we talking about our expertise, and generally promoting greater brand affinity?
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Did we save time by identifying potential red flags
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Cover 'red flags'
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Define clear next steps
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Gains Commitment/Closes
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Post Call Analysis
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Selling vs Messaging
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Follow up email
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Action Plan:
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