The pre-site-visit checklist every rep should have
Showing up unprepared to a site visit costs you the meeting. A five-minute prep routine fixes it.
Most blown site visits weren't blown during the meeting. They were blown in the parking lot five minutes before, when the rep hadn't refreshed on the account.
The five-minute pre-visit routine
Pull up the account. Check the last three notes. Note the primary contact's name and title. Check for any action items you owed them. Skim the last email thread.
If you did all of this, you're in the top 20% of reps walking into that building.
What to look up in the CRM
- Last three voice/text notes (what did we discuss?)
- Open action items (what did I promise?)
- Recent pipeline stage changes (anything moved?)
- Sentiment on last interaction (did I leave them happy or frustrated?)
- Related accounts (sister company? parent company? competitor they use?)
A CRM that takes more than thirty seconds to surface these things has failed. Good field CRMs put this on one screen.
The day-before version
If you're the kind of rep who plans the night before, the five-minute prep becomes a one-minute refresher. Even better.
The consistent habit — checking the account before you walk in — is one of the highest-leverage things a rep can do. Skip it and you'll rediscover why your pipeline has so many stalled deals.