Management can help you reach top people and other important people at your accounts. This practice is referred to as “calling in depth,” so you will still be hooked in if your primary contact is transferred or moves to another company. They can help with continuity at the account when you are new. They can help you develop relationships you might not have been able to achieve on your own, which can pay big dividends when negotiations are needed or problems occur. They can also help you improve your selling skills. However achieving all of those benefits requires careful planning.
To make this happen, the calls must be properly put together and you must discuss the plan for each call with management and often the customer or prospect ahead of time so everyone understands what is expected. Not having everyone on the same page is a recipe for failure. So put together a plan, and use management wisely to enhance your sales efforts.