The Sales Staff should document sales activities and results on the Customer Contact Worksheet Template for presentation to Sales Management prior to the weekly (or regular) sales staff meeting. Prior to every sales call, the Sales Staff should complete the Pre-Call section of SL1030-4 CUSTOMER CONTACT WORKSHEET. The Sales Staff should arrive at sales call appointments on time and in the proper business attire. The Sales Staff should also interview leads to determine desires and needs in order to gain the information necessary to propose appropriate products and services.
Immediately after the sales call, the Sales Staff should complete the Post-Call section of the Customer Contact Worksheet Template and update the Customer Database within one working day. Sales Staff should review the Worksheet after each sales call to determine how effectively each sales call appointment was executed and to determine future or next steps with the prospect, and ensure this information is noted in the Comment section of the worksheet. Sales Management should, in a timely manner, review the Customer Contact Worksheet Template and calculate quantitative measures such as sales pipeline conversion rates.
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