Field call route discipline

Use this to run the daily field motion. Start from the territory with account tiers and market potential, the call pattern or cadence SLAs, this week's route days, and the open threads from prior calls.

Tier the book

Prioritize the book by call pattern and market potential: tier each account, set the face-to-face cadence per tier, and sequence this week's route so the highest-potential due calls come first.

Plan the route

Plan the route day by day: calls in drive order, objective per call, and buffer for the drop-in that matters. A day with no plan is a day the territory plans for you.

Pre-call plans

Write the pre-call plan before every call: the objective, the two questions that matter, the likely objection with your answer, and the word-for-word ask. One screen, five minutes, no exceptions.

Keep the cadence

Keep the face-to-face cadence SLA: tier-A accounts see you on schedule, and a missed cadence gets a rebook date within the week, not next quarter.

Post-call notes

Write the post-call analysis right after: what was learned, what changed on the opportunity, the dated next step, and the CRM update drafted. The call is not done until the note exists.

Week review

Review the week against the plan: calls made versus planned, cadence hits and misses, pipeline moved, and next week's route seeded. Misses get a cause and a fix, not a carry-forward. Hold the review as a weekly 1:1 pipeline inspection first; the team review is optional. Cover late-stage deals fast, then dissect early-stage ones: how you will work each, the next step, and why any stage moved back. Open with forecast variance before wins, work from a pre-read dashboard, and keep live time for decisions only.

What you hand back

The tiered call plan with cadences, daily routes in drive order, pre-call plans, post-call notes with dated next steps, and a week review with fixes.

Fallbacks

No tiering yet means you draft tiers from deal size and potential labeled INFERENCE and get their yes. No CRM access means the call log lives in the sheet until it can be keyed in. Nothing goes to the buyer and no commitment is promised without your explicit yes.