A good way to keep sales leaders and salespeople in alignment is to facilitate one-on-one Review and Plan (RAP) sessions with your sales team at the midpoint of each month.

Review and Plan (RAP) sessions should be held on a scheduled basis with each member of your sales team (e.g., the second Tuesday of the month at 8 a.m.) and should include pre-work to maximize the time you spend together. One of the keys to a successful RAP is having the salesperson report the information to you…you’re not interviewing them! Here’s an example of a quality RAP outline:

  • Number of appointments the previous two weeks
  • Amount of time dedicated to prospecting/pipeline development activities the previous two weeks
  • Number of new opportunities uncovered the previous two weeks
  • Amount of business sold month-to-date
  • Number of appointments scheduled for the next two weeks
  • Amount of time dedicated to prospecting/pipeline development activities for the next two weeks
  • Amount of business expected to close for the month

By scheduling monthly RAP sessions with your team you’ll be able to keep your finger on the pulse of each team member so you can direct, coach or mentor as needed!

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