Salesperson's Log Form
Purpose: Track progress and facilitate
proper note taking of salespeople
File Name: SALESLOG
Format: Single Page, 1 Part or Multi-part
The salesperson's log not only allows you to see what a
salesperson is doing with his or her time, but also provides a journal for the salesperson
to refer to. Each day, as a salesperson calls on prospects, she keeps a log of her
activities. This form offers space at the top to record the date and her name, and several
sections to record important information about the work she has done that day.
Each visitation section allows the salesperson to record
important customer information, such as name of the company or organization, the contact
person, and the address. A separate area allows the salesperson to check a box whether the
purpose of the visit was to service an existing order, sell a new order, or - in the event
that the contact person was out - the C\B box tells the sales person to schedule a
"Call Back" date. The free-form comments area allows the sales person to leave
herself notes about the meeting and reminders for the next meeting.
Tips: The sales log performs so many duties,
it's hard to know where to start mentioning all the benefits derived from collecting this
information. While most firms require the salesperson to hand in his or her sales logs
daily, the sales log should never be referred to as a method for management to keep tabs
on the salesperson. Many companies provide a computer with a database to record sales log
information so that the salesperson can look up their notes on any customer quickly, and
track their contacts with that customer.
Many times a customer who a salesperson is calling upon will
come into the shop to place an order. Does the salesperson get a commission on these
sales? Sales logs can help you set a fair policy in these cases. You may decide that if
the salesperson has called on this customer in the last month, that the sale was probably
a result of the salesperson's efforts. If the customer is on the salesperson's logs -
there's proof. It is the salesperson's sale. If the salesperson has not visited the client
in the last 30 days, it's hard for the salesperson to claim he was actively working the
sale. You will have to set a policy in these cases, and that policy needs to be
set before the incident. This is one of many ways you might work your policy on
this matter, but no matter how you form your policy, you will probably have sales logs as
part of the solution.
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