A list of contacts and a record of calls show activity. To understand progress, look at what changed for the buyer and whether both sides have agreed a next step.
Locate the stalled stage
Use L-CAPS to look across Leads, Calls, Appointments, Presentations and Sales. Find where people stop progressing. Few appointments may call for different practice from many presentations with no decisions.
Check the quality of the next task
“Follow up” is not enough to guide action. Write the purpose, owner and due date: “Aisha to ask who will review the proposal by Tuesday.” Keep the task connected to the buyer’s decision.
Help a salesperson practise one specific skill
Choose a real call or meeting to review. What question was missed? What information was assumed? What commitment was unclear? Practise one change and review what happens on the next relevant conversation.
Want to practise this skill further? Explore ALPHA ↗
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