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Sales Handover Checklist

 

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Sales Handover Checklist Sales handover is a process for transferring sales activity from one party to another one. This Sales Handover Checklist explains what sales essentials and measures to consider and what tasks are included in the handover process. You can use the checklist as an additional guide when planning for sales handover.


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1. Sales Essentials (What Items to Consider).

  • Targets. Provide a list of sales targets, with detail on priority and status
  • Customers. Describe the target audience; also make a list of current customers and prospects, including their contact information
  • Products/services. Specify names of products or services involved in the sales process
  • Budget. Identify the budget associated with sales activities
  • Schedule. Prepare a sales schedule that shows how sales activities and milestone events are sequenced and phased
  • Requirements. Refer to skills and abilities a salesperson needs to have to be good at sales
  • Roles & Responsibilities. Make a list of sales duties and also refer to the role in sales
  • Training. Describe training activities that support employees in the sales process
  • Management. List members of the sales management team and supervisors as well
  • Reporting. Explain reporting rules (what report to send, when and how to do it, who will be the receiver)
  • Documentation. List all documents and papers that support sales

2. Sales Measurement (What Measures to Consider).

  • Turnover. Describe product/service turnover and also any related assumptions
  • Performance. Specify the speed, accuracy, level of completeness, and cost at which the sales process needs to be accomplished
  • Acceptance. Refer to the point at which sales activities can be regarded as acceptable
  • Effectiveness. Specify the degree to which sales targets need to be achieved
  • Issues. Make a list of sales-related problems and then explain what solutions are available
  • Decisions. Describe what decision authority is provided to salespeople; also talk about decision types that require involvement of senior management

3. Handover Process (How to Act).

  • Have sales status documents ready for review and analysis
  • Check status of sales activities
  • Evaluate time necessary to complete sales activities if they are ongoing
  • Finalize the activities within the time evaluated
  • Analyze sales results to check if desired targets are hit
  • Make a report that highlights sales status, targets, and results
  • Hold a meeting with upper management to agree upon the handover process
  • Appoint a meeting with a person whom you are going to hand over the sales process
  • Discuss the essentials and measures of the process
  • Be sure your counterpart understands what sales activities are about
  • Focus on major issues and risks that may jeopardize sales success
  • Express your readiness to help the counterpart.....

 



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