IT and Business Insights for SMB Solution Providers

SALES SUCCESS 101: Pre-Call Planning

Salespeople know that increasing close ratios is key to driving business and exceeding quotas. And while a great deal of sales skills training is focused on this metric, what is often overlooked is the tactical execution necessary to achieving this goal. One tactical action that is guaranteed to increase close ratios is pre-call planning.

There are many facets around tactical execution in sales, such as:

  • Selling the company with a strong value proposition
  • Using a template for discovery questions
  • Using a proposal to close
  • Properly demonstrating a product/service

Many salespeople fail to do pre-call planning because sales management principles often neglect to stress the importance of “inspecting what you expect,” or sales leaders fail to validate if salespeople have properly prepared for their sales calls. For example, if you only have a five- or seven-step sales process, making sure each prospect contact is excellent is a critical sales factor. This type of pre-call planning is essential, particularly if two or more people are making a sales call, and especially in a technical-based sale.

The free download has been designed to help both the new salesperson and the old pros improve their thinking power and strategy prior to entering the arena of a sales call. Are you better prepared than your prospect or even your competitors?

Let me know if you have questions on its use or have any comments on this sales tool. Visit our website for more free downloads and other information.


Download the Pre-Call Planning Checklist here »

About the Author

Ken Thoreson's picture

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his company’s consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.

Ken’s latest book is “Leading High Performance Sales Teams.” He provides keynotes, consulting services, and products designed to improve business performance. Reach him at

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