Most good sales managers require call reports at the end of a day or week. I also required my sales people to give me a weekly and daily agendas. These were simple schedules of where they intended to go and who they were planning to see. These didn't have to list every call but just be a general statement of what part of their territory they would be focusing on and what appointments they had or what major prospects they planned to visit. This practice gave me a clear picture of how they planned their week and a chance to help them to be more efficient. I also checked the agenda against their call reports to see how well they worked their plan, This practice also got them thinking about planning their week. This takes a small amount of time and produces a big results.
Thanks,
Jim Busch
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