From the sales conversation to company leadership. Tailored development for teams and managers. Experience since 2001, multinational clients and a specialisation in pharmaceutical companies.
A shared sales methodology
Sales Call Model Implementation
Head office introduces a new Sales Call Model. The sales director expects it to support the company’s strategy, marketing wants consistent messaging and managers want their teams to work more effectively. The salesperson has to bring it all together in the customer conversation. At ED Development, we implement the model so that people at every level understand how to use it and incorporate it into their own work.
From framework to conversation
What Sales Call Model implementation involves
A Sales Call Model provides a shared framework for preparing, conducting and reviewing sales conversations. Implementation embeds this framework in the team’s everyday work and in how managers support its use.
As part of our business management programmes, we work with your methodology, products and the situations your team encounters with customers.
Elena Demeková brings management experience dating back to 1993 and consulting experience since 2001 to implementation projects. This includes adapting corporate models to local sales and marketing strategies. Explore ED Development’s client projects for examples of this work.
Our work together
What Sales Call Model implementation brings together
We align your sales team’s approach with leadership expectations, product priorities and the support managers provide.
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Local context
Adapting corporate models to local conditions
We can also work with a methodology already set by head office. With your leadership team, we clarify which principles must be followed and translate them into an approach suited to your local operation, customers and sales priorities.
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Management alignment
Aligning managers’ expectations
Managers agree on shared criteria for preparing, conducting and reviewing customer meetings. Their feedback is then based on what the salesperson did and how the customer responded. They can develop this approach further through management coaching.
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Product priorities
Product priorities in sales conversations
Marketing and product management help define the value your offer should deliver to customers. Salespeople focus on how that value relates to each customer’s specific requirements and purchasing decisions.
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Everyday team routines
Making the model part of daily work
We agree how salespeople will use the model to prepare for meetings, how meetings will be reviewed and what support will follow. We clarify who is responsible for keeping the methodology in use, including between development modules.
Common implementation challenges
When to seek support with Sales Call Model implementation
You may need support when introducing a new model or addressing a gap between your company’s methodology and what happens in sales meetings.
- Branches use the same methodology but assess customer meetings differently.
- The new corporate model does not build on the team’s existing way of working.
- A salesperson prepares a proposal before clarifying the customer’s requirements and how decisions are made.
- A product presentation explains features without showing why they matter in the customer’s situation.
- During longer sales discussions, it is unclear who makes the decision and what needs to be agreed next.
- Managers cannot tell whether the issue is a skills gap or an unclear process.
- Objections are handled in isolation, without referring back to the identified customer need and the proposed solution.
- Once the methodology is introduced, there is no agreement on who will support its use.
How we work
How Sales Call Model implementation works
We tailor the approach to the scale of change, the way your sales operation works and your managers’ readiness to lead the team through implementation.
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Comparing the model with current practice
A training needs analysis examines what the model needs to achieve and how people work today. Depending on the brief, we use interviews, joint customer visits or observation of day-to-day work.
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Agreeing priorities with leadership and managers
We clarify what each part of the model means, agree implementation priorities and define the behaviours expected. We design the programme for salespeople and plan the support their managers will provide.
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Putting the model into practice with customers
Participants apply the approaches when preparing proposals, identifying needs and conducting sales conversations. In later modules, we review their experiences and use coaching to refine how they apply the model.
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Assessment and review
We conclude the programme with certification and an assessment of the agreed skills. We evaluate how the model is used and how managers follow up with feedback and further development.
FAQ
Frequently asked questions
- since1993Management experience
- 25+Years of business development
- 60+Multinational clients
Didn’t find your answer?Elena Demeková, CEO and Senior Consultant
Is a Sales Call Model only for telephone sales?
No. A sales call can also be a face-to-face meeting or a video call with a customer. Our work focuses on developing a shared approach to preparing, conducting and reviewing sales conversations. We tailor the approach to who your salespeople speak with, the requirements they need to address and how customers make decisions.
How does a Sales Call Model differ from a sales process?
A sales process describes how an opportunity progresses from initial contact through to a decision and the ongoing customer relationship. A Sales Call Model guides the preparation, conduct and review of a specific conversation. During implementation, we establish how the two complement each other in your customer interactions and existing company processes.
Will experienced salespeople have to give up their own communication style?
Not necessarily. We agree on the purpose of each part of the conversation and the behaviours expected. Salespeople can adapt their wording and responses to the situation. Natural conversations rely on active listening and checking understanding. The programme helps participants apply these principles within your model.
Does implementation mean changing our entire existing model?
Not automatically. We compare what the model is intended to achieve with how the team currently works, then identify what needs clarifying or applying more consistently. When working with a corporate methodology, we respect its non-negotiable principles. We agree the scope of any changes with leadership and line managers, whose involvement is essential to putting a sales methodology into practice.
What should managers look for when teams use the model?
They observe the agreed behaviours: setting a meeting objective, confirming the customer’s requirements, ensuring the offer is relevant and agreeing specific next steps. When assessing progress, we refer back to the needs identified at the outset. We therefore agree assessment criteria in advance with managers and use them for ongoing feedback and the final skills assessment.
How long does Sales Call Model implementation take?
The schedule depends on the scale of change, the number of teams and managers’ readiness. Our modular programme allows 3 to 5 weeks between sessions. This gives participants time to apply new approaches in practice and receive feedback. We propose the overall duration after analysing needs and agreeing implementation priorities.
