We work confidentially with the appropriate contact at the hotel to get the prospects name and phone number to the sales person. The “clock starts ticking” once we know the manager has received this information.

Our mystery shopper then waits for the call, first evaluating the time it took for the call to be received from the time the contact name was given to the manager. We then go through the prospecting call and evaluate the manager’s qualifying and presentation skills.

The test call also evaluates the written materials and collateral sent to the prospect as well as the timeliness of this step. The Prospecting Shop is a great way to determine your team’s strengths and areas of opportunity in the important area of outgoing direct sales efforts.