Twenty-Eight Articles for Sales: 12 – Prepare for handover from Day One

Prepare for handover from Day One. Believe it or not, you won’t personally deliver most of the value you and your company will create for the prospect or client. Your team members will need your corporate knowledge. Start handover folders and files from day one. These folders should include lessons learned, details about the prospect’s business and corporate culture, organizational charts, and need analysis–anything that may help newcomers master the environment and create value.

All the information you come across on your sales calls is valuable. Treat it as such, and know that what seems like an insignificant detail now, may later be the key to success. Computerized databases are essential, but keep good backups and ensure you have file copies of key documents. This is boring, tedious, and essential. Over time, you will create a corporate memory that helps your team succeed.

Begin the handover process from day one.Twenty-Eight Articles for Sales.

Related posts:

1. Twenty-Eight Articles for Sales: 1 – Know Your Turf If you have not studied counterinsurgency theory, here it is in a nutshell: this is a competition with the insurgent for the right and the...
2. Twenty-Eight Articles for Sales: 14 – Start Easy Start easy. Don’t try to crack the hardest nut first-don’t go straight for your competitor’s stronghold, try to provoke a decisive showdown, or focus efforts...
3. Twenty-Eight Articles for Sales: 4 – Organize for Inter-agency Operations Organize for inter-agency operations. Almost everything in sales is done with the contacts at your client, as well as your company’s strategic partners and vendors....
4. Twenty-Eight Articles for Sales: 13 – Build Trusted Networks Build trusted networks. Once you have settled into your territory, your next task is to build trusted networks. This is the true meaning of the...
5. Twenty-Eight Articles for Sales: 2 – Diagnose the Problem Diagnose the problem. Once you know the area and its prospects and contacts, you can begin to diagnose the problem. Who are your competitors? What...