Having call planning tools in place isn’t anything new, but using them effectively was a topic of interest in our recent 2019 World-Class Sales Practices Study. Specifically, “We effectively use call planning tools to prepare for customer interactions” was highlighted as one of the Top 12 practices.
74% of the World-Class segment reported consistently and collectively applying this practice, compared to only 26% of all study participants.
Sales professionals are expected to prepare for calls or meetings with prospective buyers or existing customers. According to our 2018-2019 Sales Performance Study, they spend almost 20% of their time prospecting and preparing for calls. So having tools to support them in this activity is not new, but how effective they are at using the tools provided is worth a closer look – especially considering even the World-Class segment found room for improvement, with one-quarter indicating they are not effectively using their call planning
