One of the things that you can do as a manager is create conditions where people want to listen to their own calls so they can derive benefit from past performance.

 

It concerns me when people say I haven’t got the time to review my own calls. But that’s like saying I’m too busy driving to stop for gas.

 

In today’s episode we’re going to talk about how we can coach the planning stage or preview of upcoming calls.

 

We’re also going to look at how we can debrief or review past calls.

 

When your sales people are clear on the goals of a call and how they will add value on the call, they’re going to have much more productive calls.