There was a time when enthusiasm was all you needed to get by. Things were less technical, then. Selling was done door-to-door. And “word of mouth” happened over coffee cake, at a friend’s house, or at the church social.
One of the biggest challenges facing B2B sales managers is knowing whether or not your reps are engaging customers in meetings that are likely to produce revenue. That’s what leads many sales managers to require call sheets. But as we all know, call sheets don’t work, because sales reps learn quickly what you want to hear, and they tailor their weekly reports to meet your expectations. So what you’re really managing with call sheets is how well your sales reps manage you.
But what’s the alternative? Read more