The Sales Call Report
The corner stone of most sales control systems is the project client call report. When it is distributed to the relevant people, it can help the communication process, and in particular.
- Establish customer’s needs
- Act as a reminder
- Ensure sales people and support staff takes necessary action.
- Assist managers to control sales staff.
1) Who are you calling on?
This section is the basic reference, which establishes if the call is being made on the decision maker, or if it is exploratory. Sales people are sometimes diverted to people who are not the actual decision makers.
2) Why are you calling?
This section records the objective of the call and establishes the criteria against which results can be measured. By completing this section the sales person confirms that the call will represent effective use of time.
3) Result of the Call
This section outlines the caller’s proposal or presentation. The customer’s response should be qualified, and any information, such as competitor activity or change in customer need, detailed.
4) Client / Customer requirements
This section summarizes the prospect’s interest and justifies the action to be taken.
5) Action required
All sales calls require follow up action, including those, which could result in a lost order. The sales person will normally follow up the call. He/She will need to call on support service to prepare detailed quotations or dispatch products and sales literature. The main purpose is to inform the status of a particular customer.
This brings us to the end of our discussion. I call it a discussion, as you would have noticed that the narrative style used might urge you to think and develop your own strategies of work. All said and done, there is no alternative for hard work, determination and a continuous focus on the organizational goals. Your efforts should be to continuously coordinate, correct, realign and channelise the energies available, to get you the best results.