As a sales manager I am constantly learning new lessons. Regardless of age or experience we all always have opportunities to expand our skills, and sometimes this comes through lessons that may be personally painful.
From a product manager’s weekly call reports, which I read over the weekend, I noticed that he had only been making one joint call with sales reps per day. Each day the reps I manage are tasked with properly establishing a calendar of appointments between the product manager and the corresponding rep. Both parties are responsible for lining up multiple calls and confirming customer availability one day prior to each appointment.
In addition, I observed in the product manager’s report that on one particular day he had traveled to a site most distant from our corporate headquarters only to have the customer cancel the appointment. He made no other calls that day. My analysis — a day to our most remote branch store and no customer contact is a very expensive and non-productive day.
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