Sales field note
Pre-call Strategy: Do You Plan or Prepare?
Putting a call on the calendar is planning. Preparation goes further: it identifies the desired outcome, the customer context, the questions worth asking and the behavior the seller needs to practice.
Make preparation observable
A manager can coach pre-call work by reviewing the seller’s assumptions, questioning strategy and listening for a clear next step. That turns preparation into a repeatable skill rather than a private ritual.
After the call, the same plan provides a useful comparison between intention and execution.