Consistent and thorough pre-call planning is proven to increase your sales call effectiveness by 20% or more. Call effectiveness translates into more contracts. So why don’t sellers commit to the practice? There are countless professional models for essential procedures before action – think sports (the quarterback always follows a plan), pilots, surgeons, product development – the list goes on and on.

The below test will help you determine your sales call effectiveness measured by your commitment to pre-call planning. Note that pre-call planning can be ‘Sized’ to fit the importance of the prospect meeting. You may be able to accomplish the below items in 15 min. using your phone for notes, in 30 min. outlining key points on a sheet of paper with your sales manager, coach or teammate or an hour plus with the full account team formally prepping for an executive meeting.