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Call To Order

Want better-than-average sales stats? Top-notch call reports can help you make the grade.

This story appears in the May 1999 issue of Entrepreneur. Subscribe »

An east coast entrepreneur I know said when he was a top salesperson for an adhesives company, he always turned in his call reports on time--sometimes even early--depending on when his assistant finished writing them, that is.

Unfortunately, his attitude isn't that unusual. Since the inception of call reports, have viewed them as tedious, homework-like tasks that have little to do with closing . In fact, many feel the reports get in the way of their jobs: Instead of being online, on the phone or in the customer's office, salespeople are sitting at their laptops entering about who they saw, when, and what was accomplished--information they feel can easily be figured out by whether or not they got the order.

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