11 Things You’ll Find on a Successful Sales Rep’s Pre-Call Checklist

When it comes to helping your salespeople close deals while out on the road, information is the most valuable asset you can provide as a Sales Manager.

It is often difficult to remember and organize the details of each retailer when planning account visits or determining a sales road map. The average rep will spend between 3 to 11 hours per week looking for information or clarification on tools, procedures, or other matters. Not exactly productive, is it?

As an added headache, looking up customer accounts during a sales call is not always practical. You don't want your salespeople wasting the retailer's time by calling or checking online to see if they are selling your best-selling products, what happened to their last shipment, or whether or not they have good credit.

You can help your sales team make the most of their time with retailers by providing them with an essential Sales Call Preparation Checklist.

We recommend standardizing your sales team's pre-call preparation with these 11 items that should appear on the checklist of every successful sales representative.

1. Credit Information 

Does this shop use a credit card, or do you offer them a line of credit? To what extent can they borrow money from a line of credit, assuming they have one? How current is their account status—paid in full or delinquent? Putting an order on credit hold at the outset can be daunting.

2. Open to Buy 

Salespeople need to learn how much money a retailer is willing to spend before meeting with them. 64% agree to a sales meeting because they have the financial means to make the purchase. It would be a waste of time if a salesperson puts together a fantastic suggested order and the retailer finds out later that it's impossible to fulfill.

A good sales representative will always know what their customers are willing or comfortable spending with them. However, the buyer will expect the rep to inquire about OTB so that they can work with them within their budget. A tactful way to incorporate this topic into the selling experience is to ask the buyer if they have a budget set aside for the order.

3. Business Growth 

Does this store see expansion? What is the year-to-date sales performance compared to last year? Is there a chance to launch a brand-new product? Salespeople need to ask retailers about their expansion plans so they can recommend products that will help the store succeed.

4. Order History Analysis 

Naturally, your rep needs to have a firm grasp of the customer's purchase background. Because of this, sales representatives can maximize their interactions with stores. Have their order history handy for prompt reorders, and be ready to make a pitch for any new business you think they might need. 

Additionally, a retailer would benefit from an order history analysis in understanding why some products are selling, and others are not. That will allow for necessary changes before the next order is placed, increasing the likelihood that the goods will sell well in the retail outlet.

5. Store Share 

When scheduling an appointment with a rep representing multiple brands, it's a good idea to research which brands are already stocked at the store. A salesperson can use this data to make order suggestions that compete with the stock already available at the retailer. Salespeople should always prepare to show customers why their products are the best.

6. New Product Opportunity 

Which of your best-selling items does this customer not currently buy? Reps need to highlight best-sellers to retailers and explain their success. If the representative is doing their job right, they will suggest orders that feature appropriate best sellers.

7. Focus on the Human Element 

Salespeople must be prepared to offer suggestions and back up retailers making changes to accommodate customers' preferences and spending habits. There is a possibility that shops will require training to implement new marketing strategies.

Customers in today's market prefer getting help than being sold to. If you want to truly aid your customers in expanding their businesses and strengthen the bonds between your reps and retailers, offering sales services on top of your merchandising services is the way to go.

8. Have All the Answers 

While no one person or organization can know everything about a product or service, salespeople can learn to anticipate and respond to essential inquiries. They should learn about products, stock, and promotions that customers cannot quickly find answers to online. Do your salespeople, for instance, have access to shipment tracking numbers, and delivery details for delayed or back-ordered shipments?

9. Know Your Territory 

What about a nearby account? Do they have any interest in the same products? It is essential to review territory accounts and plot a route ahead of time to ensure that sales representatives make the most of their trips.

10. Prospect New Opportunities 

Have there been any recent store openings in a given area? Don't let salespeople miss out on potential new business by not researching and contacting potential new customers who might be a good fit for their strategy. 

There is no good strategy in simply stumbling upon a new store and entering. The rep should always look for new stores to add to their database. Representatives should begin using this checklist as soon as a new store opens and before they schedule the first appointment.

11. Offer Alternative Order Approval Options 

Try not to put too much pressure on stores. Depending on how their purchasing habits have changed, they may feel rushed into decisions. If there is no pressure from representatives during the follow-ups, 57% of customers are more likely to make a purchase.

Make it possible for them to review and approve orders online. Allow your sales representatives to make order suggestions online before the sales appointment. These steps will reduce the stakes and make it run more smoothly.

Because the size of a salesperson's commission correlates with the size of the order they bring in from retailers, allowing retailers to view a suggested order online alongside other products that aren't on order can increase both.

Bottom Line

Salespeople can use a pre-appointment checklist to ensure that their time with retailers is well-spent and productive. The salesperson is expected to have a thorough understanding of the retailer's operations, expectations, needs, and territory, which is the primary focus of the checklist. 

Acquiring this data need not be a time-consuming ordeal. Research cutting-edge BI tools developed specifically for your sector's needs and norms. Good ones will provide you and your salespeople with automated dashboards that put all the relevant data you need to prepare for an appointment at your fingertips. MarketTime offers sales representatives resources like territory reports, customer data reports, and more to get ready for a meeting. Contact us today to learn more and schedule a demo.