MRSware Sales and Commissions
  • MRSware
    • About
  • Sales & Commissions
    • Sales Reps
    • Manufacturers
  • CRM
  • Blog
  • Pricing
  • Support
    • Training >
      • Training Classes - MRSweb
      • Training Classes - MRSware >
        • Lesson 1 - MRSware Home Page
        • Lesson 2 - CRM - Companies/Contacts
        • Lesson 3 - CRM - Calendar
        • Lesson 4 - CRM - Journals
        • Lesson 5 - CRM - Tasks
        • Lesson 6 - CRM - Projects
        • Lesson 7 - MREPS - Customers
    • Documentation
    • Integrations
    • Admins
    • Live Service Status
  • Login
  • Free Trial

Jack Berman's "Call Organizer"

12/1/2011

0 Comments

 
I'm editing this post as a Tribute to Jack Berman.  Sadly Jack has passed on, but for those of you who knew Jack I'm sure you'll recall his Call Organizer.

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.
At the end of the 101 week, the Call Organizer, along with a half dozen other ideas, was on my list of "to set up" once I got back to the office. That was in 1991 [I was a kid when I took the session :) ] and the Call Organizer became one of my most successful tools for selling.

My customers always knew that I had written down the important information we discussed during our meetings and that I could go back for years to look up pricing or other pertinent information that we had talked about.

Over time, it became easier to prepare for sales calls because I didn't have to remember what I had introduced, quoted or talked about during the last call or the previous one or the one from 4 months ago - all the information I needed was right in my call organizers, which was already in the company folder.

When I left the company I had 13 years of call organizers behind me.

How does this apply to MRSware you ask?

The Call Organizer of yesterday is now the Journal of today. If you take the time to fill out a Journal you can have the same results as I did with the Call Organizer. There will also be a history that is built of your customers' needs and preferences.

With MRSware you have a few options on what will work best for you.

One option is for you to open a new Journal and type in the objectives or goals for your sales call. You can then print the Journal. During your call, write down the results of your call and the follow up needed. After the sales call. enter the information in your already created Journal. You can also create new Tasks for the follow up and assign them to yourself or your sales support person.

Another option is to print a Contact Printout report showing your past activities and a Customer Snapshot report showing the company's sales for the last year and write your goals and objectives on the back of these reports. During the call write down the results and follow up needed. After the sales call, open a new Journal and enter all of the pertinent information in the Journal. Again, open a new Task for follow up and assign it to yourself or to a sales support person.

You can also use MRSware Minutes - a transcription service offered by EYOND, Inc -and dictate the results of your call and the follow up needed. You can ask the transcriber to assign tasks for follow up or enter future appointments you have set up.

The best part of Journals is the fact that others in your agency can see what has occurred - so if you're on vacation your customer can still be taken care of. And when you get back, you'll be able to see what happened while you were gone.

That's first class collaboration and customer service!


Thanks for the memories, Jack. You made a difference in the lives of many reps. 
0 Comments

Your comment will be posted after it is approved.


Leave a Reply.

    MRSware Blog

    contains updates for shows and conferences we will be attending, product releases and enhancements (the changelog), and general market engagement articles

    Categories

    All
    Account Numbers
    Analytics
    Apple Mac
    Calendar
    ChangeLog
    Conferences
    CRM
    Customers
    Data Analysis
    Database Features
    Data Import
    Email
    File Share
    Free Community
    Invoices
    IOS
    ISSA
    Marketing
    Mobile Computing
    MRSware Desktop
    MRSweb
    New Features
    Outlook
    Passwords
    Payments
    Permissions
    Projects
    Reports
    Sales
    Sales Force Automation
    Sales Import
    Sales Reps
    Scheduling
    Security
    Sync
    Timely Commissions
    Tips & Tricks
    Tools
    Updates
    Web Client

    Archives

    February 2023
    January 2023
    October 2022
    August 2022
    July 2022
    June 2022
    May 2022
    April 2022
    December 2021
    October 2021
    September 2021
    May 2021
    February 2021
    July 2020
    June 2020
    May 2020
    April 2020
    October 2019
    September 2019
    June 2019
    April 2019
    August 2018
    March 2018
    January 2018
    December 2017
    October 2017
    September 2017
    August 2017
    July 2017
    June 2017
    May 2017
    April 2017
    March 2017
    February 2017
    January 2017
    December 2016
    October 2016
    August 2016
    July 2016
    June 2016
    May 2016
    April 2016
    March 2016
    February 2016
    January 2016
    December 2015
    November 2015
    October 2015
    September 2015
    August 2015
    June 2015
    May 2015
    March 2015
    February 2015
    January 2015
    December 2014
    November 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014
    April 2014
    January 2014
    December 2013
    September 2013
    July 2013
    June 2013
    April 2013
    March 2013
    February 2013
    December 2012
    August 2012
    July 2012
    June 2012
    May 2012
    April 2012
    March 2012
    January 2012
    December 2011
    February 2011
    January 2011
    December 2010
    April 2009
    May 2008

    RSS Feed

Home | Sales and Commissions | CRM | Blog |​ Pricing | Training | Support | Log In | Free Trial 
sales@MRSware.com     (866)795-8386 x1
Copyright (c) 2002-2023 EYOND, Inc
.
MRSware is an EYOND, Inc. Integrated Solution
made in Austin, TX  USA