Don't Bother With Post-Call Reports

Your sales reps have more important things to do with their time.

I've always questioned the usefulness of post-call reports,which are nothing more than reports to management on what you didall day. As a stand-alone procedure, they take up time better spentworking on an activity with future benefits, rather than reportingon something that's already done.

In their worst manifestation, the sales manager (or the pooradministrative assistant) keeps a tally of the number of calls,sales, presentations and so on and calculates a bunch ofperformance ratios. This gives the sales manager a club to"motivate" the salesperson.

At their best, call reports are a source of market informationfor sales mangers and those above them, but this function is betteraccomplished in other ways.

Excerpted from Grow Your Business

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