The Magic of Post Call Reports

by | Jun 8, 2021 | Modern Sales Training, Plan.Grow.Do., Thought Leadership

The Magic of Post Call Reports

Sellers rarely appreciate the magic of Post Call Reports, this is often seen as an admin activity that “I’ll get round to”.

This article is written to help you see the magic of Post Call reporting and its relevance in today’s very changed selling environment.

Let’s think about why there is hidden magic in Post Call reports

According to Rain Group 69% of buyers accept cold calls.

Has the pandemic changed this?

Even if it has, and cold calling (or prospecting) has become more difficult, has this changed the amount of calls you make?

It shouldn’t because you still need to make those calls. You still need to prospect and you still need to get buyers into your sales pipeline.

You might have changed your target market or only calling warm leads but either way the one thing that hasn’t changed is how we all evaluate those calls.

Even before the current crisis Salesforce stated that 92% of all customer interactions happen over the phone.

Do you reflect on those calls?

Do you use those reflections to prepare for the next call?

If I asked you where a prospect was in their buying journey , would you know?

Do you rely on your memory which short-term can only hold up to 7 pieces of information for 20 seconds.

Have you written those pieces of customer insight down?

I appreciate I’ve asked a lot of questions but all can be answered by using a post-call report with every call you make.

What results can you expect when using a Post Call report?

Analysis of the conversation

Have you ever finished a conversation and realised you forgot to ask something, but then did the same thing next time with the same prospect?

Post-call reporting gives you the ability to analyse everything you talked about, what you asked, how your prospect replied, and then use that information to create a new pre-call plan.

Next time you’ll remember what to say but also to ask new questions that moves the conversation along.

Analysing the conversation at a later time also allows you to think about different products and services that might work for that prospect that you didn’t think about at the time.

Set yourself key action points:

Most calls involve some kind of follow up, either something in the post or a quick email with more information on.

Maybe your prospect asked for something that you don’t yet have to help them decide and you need time to create it.

If you haven’t got the time to create it the moment you come off the call could you continue to remember exactly what they wanted days later?

Write it down!

Use a post-call report and write it down, with key action points for when you’re planning to send it across.

Follow remains a key component of successful sales. It’s incredible to think that 48% of sellers don’t do it!

Read more about following up sales opportunities here 👉🏼 How Quickly Should You Follow Up On Sales Leads?

Where they are in their buying journey:

If you’re new to buying journey, for simplicity, maybe think of it a bit like a football league table.

Those at the top are closer to buying and ready to use your product taking their business to the next level.

Those at the bottom probably never will and eventually will go elsewhere or relegate their business to a cheaper or less successful alternative.

Those in the middle are in your “holding pattern” and you need to nurture and encourage them.

Read more about the holding pattern 👉🏼 The Holding Pattern in Sales

If I asked you to tell me where a team are in the table could you remember?

How far they are away from buying?

A post call report helps you analyse and understand how far they are from buying based on the answers they gave.

We advocate reviewing these 5 areas:

  • Where is my prospect in SPANCOP? (your league table)
  • Am I speaking to the right person?
  • What did I learn about timing and timescales?
  • Did I move the sale forward?
  • Has any financial risk appeared?

You can have a sense of reassurance:

Buyers can be fickle at times!

They are worried about saying no and offending you, or worried about saying yes even when they want the product.

The truth is the just don’t have enough information and they’re not sure how to ask.

The onus is on you to figure out what’s said in between the lines and writing this down is key.

You must guide them with insight and not just information.

Research shows that in a presentation situation, 50% of the information presented will be forgotten within an hour and an average of 70% in 24 hours.

Writing it all down gives you a sense of reassurance.

Read more about insight vs information here 👉🏼 Sales is an output. Your customer focussed inputs will help your buyer buy.

Additional Reading

What Is A Sales Mindset?

What Is A Sales Mindset?

Before we come to a Sales Mindset I think it important that we connect to the importance of mindset in many aspects of attainment, success and satisfaction. Mindset refers to the way people think about their abilities, potential, and the world around them. It can have...

Funnel Vision – The Sales Funnel Board Game

Funnel Vision – The Sales Funnel Board Game

If we know that a traditional approach to learning does not work, why are you looking for sales training that follows a traditional approach? You know what I’m talking about don’t you…the slides, the classroom, the workbook and the role plays! The dread from your...

Top 10 things that will make you a success in B2B  Sales

Top 10 things that will make you a success in B2B Sales

As a B2B sales professional with years of experience, I have learned a lot about what it takes to be successful in this field. Having a 35-year journey via Calor Gas, Shell UK, Shell International and more recently as a business owner with Plan. Grow. Do. I'm...

Who is our B2B sales training NOT for?

Who is our B2B sales training NOT for? Who our B2B sales training is not for. Please don't work with us! I just want to share something around the customers that we're not looking to do business with because I think sometimes in sales it's really important that...

PGD Goes to Athens with UEIL

PGD Goes to Athens with UEIL

Top Facts About Athens 1. It’s Europe’s oldest capital city. Athens’ origins date back to 3,000 B.C. 2. It was the birthplace of democracy. In 500 B.C., a system was enacted in Athens where eligible citizens could directly vote on laws – giving rise to democracy. 3....

Plan.Grow.Do. Resources

Sales insights and research for you to download and enjoy for free.

The 5 Anchors Of Modern Selling

How to talk to your customer before they are ready to buy

Your eBook to master Key Account Management

Take The Modern Selling Assessment

Download The Brochure To Find Out More

Sales is changing - grab your copy of Modern Sales Leadership today!

"...a must read for CEOs / Sales Directors who really believe in sustainable growth" (Dr. Johari Jalil - Group Managing Director, Cenviro Malaysia)

Buy your copy today for just £9.99. Click Here!