Every commercial airline pilot is required to use a checklist no matter how
many thousands of flights they have commanded. Without that disciplined
process there would be far more fatalities than the 1 per 2 billion miles
flown we currently experience. I would not board a plane commanded by most
salespeople. Most salespeople know what to do, they simply do not do it
consistently. The great ones do. Taking care of known details is a choice to
increase the probability of consistent success. Taking care of details is
providing a comprehensive sales fulfillment package that clients and
referral sources experience, or do not from their salesperson. Great
salespeople memorialize the necessary details in checklist or similar format
and execute from it daily, weekly, quarterly and yearly. Most sales are
earned and made before the phone call, presentation, or email ever occurs.