When it was announced, a couple of years ago, that Jack Berman would be a contributor to "Agency Sales" - MANA's magazine, it brought back memories of my CPMR 101 classes, one of which was taught by Jack. It was in his class that Jack introduced the reps to the "Call Organizer".
Jack explained that the Call Organizer was a way to prepare for a sales call and a way to follow up on the results of the call. He gave us a Call Organizer form that he had designed and told us to make it our own. He suggested we (the reps) sit down each Sunday night and write down, on the Call Organizer, our goals and objectives for each company and person we're going to call on during the coming week.