E6: 4 Ways Sales Leadership Can Strengthen the Trade Sales Process With a Better Post Game Review for Long-Term Results: Sales, Leadership, Trade

In today’s episode, Ben shares a story of buying a house and how the experience relates to the sales process. After purchasing the home, the real estate agent that had managed the sale kept in touch with him regularly over the roughly ten years that followed. When it came time to sell the house, he made the easy decision to go with the same agent due to the level of trust and relationship that had been built. An illustration of how important it is to create a habit of building relationships with customers and to keep them engaged over time.This episode discusses the fifth and final step of the sales process: the Post Game Review, or Key Account Management Program. Ben shares four key initiatives that should be implemented into a team's process. These four initiatives are based on Ben's experience working with hundreds of salespeople and teams over the past 20 years. These initiatives are aimed at helping teams stay in touch with customers and building future pipelines.0:00:00 Intro0:01:12 Selling a House Experience0:02:35 The Post Game Review0:03:09 Recap of Previous Episode0:03:33 4 Key Initiatives to Implement in the Post Sales Process0:04:01 1. Brand0:006:37 2. Seamless Flow of Information in the Business0:8:24 Stay Involved0:09:21 Delivery: Data Hygiene0:09:54 Delivery: Limit the Number of Handovers0:11:16 Delivery: Remain Involved in The Handover to Delivery Departments0:012:08 Delivery: Customers Must Receive Communication0:12:43 Delivery: Sign-off by Multiple Departments0:12:57 Delivery: Fast Feedback Loops0:13:17 Delivery: Involvement Per Sale0:15:00 3. Mistakes are Fixed Quickly0:16:47 4. Meet With the Customer When The Job is Done & Thank Them0:18:33 Recap0:20:41 Health and Fitness Tip0:21:47 OutroRate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.