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A Sales Report Tell Us:

As a former full-time field seller, I received comprehensive sales reports every two weeks and mini reports every week.

These, “tell it like it really is” statements told me and the rest of the company how I was doing in every single category compared to a year ago, a month ago and a week ago.

I could not wait to get this information because I knew it was going to tell me “what do do next.”  The sales reports I recieved offered a wealth of information that would help me design a “road map” to success.

Here are just a few of the things that sales reports tell us about our past, our present and our future.

1. How big our sales force is at any given time.

We all know that the greater the number of people out selling our products, the more we sell.  Customers who have ordered, according to the sales report, should become official active members of our sales force and should be working hard in some way to sell for us

No, they don’t have to write orders, but they can talk about us, give testimonials, offer referrals and countless other things to help increase sales of the company they are buying from.

Unfortunately, few if any of them are “selling” because they are not asked to sell.

When a field seller sees a customer’s name on the sales report as having placed an order, that should set into action a series of events that gets the customer into the “selling mode.”  This indicator will tell us what our chances of reaching our sales goals are, any time during the sales season.

If few people have orders in, then we have very few people selling for us.  That means that our chances of making sales goals are pretty slim.

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