The best questions are often the most simple ones.  Whether you run a large sales organization or a small one, every once in a while, you will be called in to help on a call.  The question to ask is obviously about where we are in the process at this point, where do we plan to be at the end of the call and put a call plan together to make it happen.  Did I say obviously??????  Oops.  Sorry.

More often then not, the sales exec will get in a stage that I call a funk….where it is all mechanics, and by experience, none of that planning occurs….this is why it is good to throw a wrench in the process and not wait to be invited to a call, but to invite yourself.

Review your team pipeline, pick 2 or 3 of your top reps, and call them.   Tell them that you want to be on the next call with the client you are looking at, and ask them about the call objectives.  Ask for the call plan or the account plan.  You know that if you are invited to a call by the rep, he/she will be prepared, because they specifically asked you to be there.  Don’t wait, you will find the exercise quite telling.

This clip, not necessarily related and not endorsed as an organization….highlights at least the results of what can happen when you are not prepared…..if nothing, it will give you a good laugh at the sales exec expense!