Vital Planning Disciplines for Sales Professionals-Vital Planning Disciplines for Sales Professionals

Video Transcription

Video Summary

The video emphasizes the importance of planning for sales professionals and introduces three vital planning disciplines: territory planning, account strategic planning, and pre-call tactical planning. It highlights the Four Pillars of the Sales Profession as a comprehensive curriculum for sales professionals. The importance of ownership, personal responsibility, and effective time management is discussed. The strategic planning process is highlighted for identifying opportunities and developing game plans for specific accounts. The importance of pre-call planning is stressed, and the "sell process" framework is introduced, consisting of four steps: start, evaluate, leverage, and lock. The speaker provides a pre-call planning tool and additional resources for further training. The video concludes with the encouragement for sales professionals to implement these planning disciplines and strive for continuous improvement in their selling skills.

Keywords

sales professionals

planning

territory planning

account strategic planning

pre-call tactical planning

Four Pillars of the Sales Profession

ownership

personal responsibility

strategic planning process

pre-call planning

sell process

continuous improvement