Daily Checklist for Commercial Managers

  1. __ Morning: Ask about the days plan to include the following:
    1. __ Which calls are appointment calls (lack of these is a danger sign!
    2. __ Ask about all prospects they will be calling that day.
    3. __ Know which calls are 1,2,3,4,or 5th call and how the accounts are developing.
    4. __ Ask questions about the decision makers (who are they, howare you building relationships, have you identified the economic, technical, user and coach decision makers)
    5. __ How are you using your coach or do you have one…if not findone!
    6. __ What are you goals today on progressing the sales process, particularly when selling double hung windows cincinnati oh?
  2. __ While they are on the road, do the following as the manager:
    1. __ Review previous days sales reports and make notations on anything you do not understand to ask later.
    2. __ Determine if the call was a cold call or warm/hot and prepare questions on how they plan to progress the account.
    3. __ Make a list of upcoming association meetings and be prepared to discuss the sales consultants plan for the association. They should have done the following:
      1. __ Made contact with the membership director and if possible gotten
      2. __ Meet other vendors in the association to begin forming networks.
      3. __ Compiled a hit list of companies they want to do business with inthe association and plans for gaining two appointments at the next meeting.
      4. __ Be aware of any upcoming association events and formulate a plan to leverage the event and participate.
    4. __ Mid-day: Call all sales consultants while they are on the road and ask the following:
      1. __ How have your sales calls gone thus far, especially when selling ?
      2. __ What progress have you made?
      3. __ Are you calling on other accounts that use heating oil passaic nj andsurround your designatedtarget to maximize your time?
      4. __ Do you need any help?
    5. __ When they return:
      1. __ Review the day.
      2. __ Which calls look most promising and why?
      3. __ What is your followup plan? (must send a follow up letter and thank you card, this is not an option!) How will you take the account to next level?
      4. __ Ask details regarding the decision makers.
      5. __ What needs did you uncover? (if they did not uncover any, it was a weak sales call!)
      6. __ How did you convert these needs into problems? (refer to training on how this should be done)
      7. __ Did you expand the problem to create a sense of urgency? (Refer to training manual on how this is done)
      8. __ Did you get the next appointment through offering to analyze the problem or bring additional information?
      9. __ What is your follow up strategy?
    6. __ Review tomorrow’s plans (if they don’t have a plan, make it now!)
      1. __ Who are you calling on and which ones are appointments. Demand that at least 30-50% of their calls are appointment calls that come from referrals.
      2. __ On recent sales, especially when selling interior painting services peoria il have you followed up with a customer service call to obtain more referrals? (goal is no less than five and ideally ten)
      3. __ If you have gotten referrals, have you followed up and made appointments?
    7. __ Movers (review all accounts that they have contacted more than once and check the progress:
      1. __ Have you called them back?
      2. __ What was the result?
      3. __ How long has it been since you made contact and why?
      4. __ What is your estimate of when they will be in a position to make a decision?
      5. __ What is your plan to advance the sales process?

These steps must be followed daily and all sales people must be monitored daily.