I am constantly amazed at the number of sales people who never take notes during or after the visit with a customer, thinking, I suppose, that they will remember everything important.  Or worse, that nothing is important enough to actually remember.
 

A close second are those who, on occasion, realize the need to take notes, but who seem constantly surprised by that need, and unprepared for it.  They find themselves using the backs of printed pages, the margins of selling literature, the backs of business cards, etc. to scribble cryptic remarks. The concept of a well-thought-out system has evaded them.
 

By the way, this is one of the benefits of a well-designed and comprehensive CRM system, which forces you to take good notes by requiring that you respond to the prompts and blank spaces of a computer screen.
 

Subscribe your sales force to our Kahle Way® B2B Selling System, and each week they’ll receive an email prompting them to do one of these:

•    Listen to a podcast
•    Watch a video
•    Read a blog post
•    Do an application exercise
•    Talk to your peers and manager about the experience

The result?  Improved results with minimum effort.

Other people can teach you to sell.  We empower you to sell better.

As a minimum, that system should include forms, either electronic or paper, to record certain aspects of the account that the sales person picks up from time to time – things like the number of employees, the type of equipment used, the position and title of the key decision-makers, etc.
 

Then, there needs to be a place to record the important aspects of the conversation.  What did you talk about?
 

There ought to be a place to record the action items that came out of that conversation.  Do you need to call someone?  Check on something?  Arrange for something?  These “to dos” should also be kept in a duplicate file, with the date by which you promised to have them completed.
 

Finally, you ought to record those things that you want to take up in the next sales call.  That information should be readily accessible so that you can plan for it as you prepare for the next time you see this customer.
 

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