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Ask your sales representatives what is missing on the periodic sales reports they receive? Ask them what would help them to obtain new sales orders more quickly or more efficiently? Do they want to also see open orders received ($ value and date entered)? Do they want sales listed by the customer’s different shipping points? Do they want potential customers listed too (zero dollars so far but great potential)? Do phone numbers help? How about listing email addresses? Does a sales history help (last year, last five years?) Do they want the total estimated sales potential of the customer on the report and % of potential (i.e. $ 50,000 YTD on an estimated $ 400,000/yr account = 12.5%).
Note: Make sure the sales reports are made available 24/7 and assign someone to contact all of your reps to ensure the reports seem correct. Make sure the reports are not missing anything. Last of all, be sure to ask what more information do they need in order to successfully sell more.
