Why the “Before the Call” Matters Most
In sales, leadership, and team development, success doesn’t begin when the meeting starts, it begins before the call.
Preparation is the foundation of performance. Whether you’re walking into a distributor meeting, heading into the field, or joining a virtual strategy session, your plan determines your power.
At LTO, we coach leaders to think intentionally before every interaction. The most effective professionals take the time to align, anticipate, and prepare. Here’s why it matters:
1. Preparation Builds Confidence
When you know your goals, focus periods, and priorities, you step into the conversation ready to lead. Confidence is contagious and it starts with clarity.
2. Alignment Creates Impact
Partnership thrives on alignment. Knowing your distributor’s objectives, current focus, and key challenges allows you to amplify their efforts, not duplicate them.
3. Strategy Drives Results
Great reps don’t “wing it.” They plan their routes, organize their materials, and understand the market landscape before they ever make a call. This preparation transforms time in the field into meaningful progress.
4. Mindset Matters
The best sales leaders approach each interaction like a consultant — not just there to sell, but to help build the business. That mindset shift is what separates good from great.
💡 Does your team need a quick checklist to help them stay organized and prepared?
Try an example of a Weekly Habit Checklist designed to help you and your team reflect, reset, and plan with purpose every week. This habit checklist was made for a specific supplier, but can be adjusted based on your needs!
Use it every Friday and Monday to build momentum and stay one step ahead.
Want to take it a step further?
Join our free LTO Membership and get access to exclusive leadership tools, planning templates, and ongoing resources to help your team lead with purpose. In our membership you will find our exact WORK playbook for helping you plan before you walk into and account and meeting.
👉 Join the Free Membership
