One of the most often ignored step in any process, and sales is no exception, is the review, or recap. While it might seem to be optional and nonessential, done correctly the review can generate more sales, revenue, efficiency, and effectiveness in the future. And review costs nothing but a little bit of your time. It’s my experience that this is time extremely well spent.
After the sales process is complete, after you have celebrated, after you have spent your money or invested it, take a few minutes to interview your sales team to determine what was successful and what worked when selling this client. Once you know all the things you want to do more of, talk about what didn’t work as well as you had hoped. These are things you want to do less of and/or modify before you do them again. The review process can uncover valuable information about selling future clients. Additionally, your organization can recognize what types of sales support works in assisting you with the sales process and what does not. Your company may, for example, determine that new skill development is necessary for the entire sales team. They may even want to change their processes and/or add new support personnel.
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