In July of 2008 I wrote a blog - "Jack Berman's Call Organizer" - about the way I used to prepare for sales calls when I was a manufacturers representative. In the blog I talk about how and why I did this and how successful it was for me.
What I forgot to mention is the time it took to do the preparation. Jack told us (1991, CPMR 101 students) it should take about 15 minutes per call. It often took me much longer to prepare for a call. Here are the steps I took initially:
* went over each manufacturer's reports for sales numbers TY vs LY
* went over each manufacturer's reports (if available) to see what SKU's they were buying
* tried to remember what we talked about the last time we met or talked
* wrote down what I wanted to accomplish during the meeting
Over time the steps changed slightly:
What I forgot to mention is the time it took to do the preparation. Jack told us (1991, CPMR 101 students) it should take about 15 minutes per call. It often took me much longer to prepare for a call. Here are the steps I took initially:
* went over each manufacturer's reports for sales numbers TY vs LY
* went over each manufacturer's reports (if available) to see what SKU's they were buying
* tried to remember what we talked about the last time we met or talked
* wrote down what I wanted to accomplish during the meeting
Over time the steps changed slightly:
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