Best Practice #25: Maintains good records about customers by using an ‘account profile’ and ‘personal profiles’ for every account.
It is the Information Age. And that means that wise and effective salespeople collect, store and use good information about their customers and prospects. That information provides the salesperson with a competitive advantage, is invaluable for planning for the best use of his sales time, and allows him to be much more effective in his sales
calls.
In this day of CRM systems, hand-held devices and smart phones that
make information management so easy, it’s a wonder that I even have to mention this. But the sad truth is that there are still sales forces that don’t use any kind of automation tool for salespeople. And, even in those who do have some kind of electronic system for information management, a considerable portion of the sales force doesn’t comply with the company’s directions for collecting information.
These salespeople
realize that information – particularly information about the specific opportunities within an account and the quantifiable potential of every account – brings with it some accountability. If account X has this much potential, for example, what are you doing to acquire it? ... READ THE FULL ARTICLE
HERE.
