A blog reader asked me recently about creating a daily sales activity report where a manager could check an employee’s progress on a regular basis. So today, I’m going to give a few ideas on how you could create one for your agency.
One thing I’ve noticed is that even with all the technology we have available at our fingertips, sometimes plain old pen and paper can get the job done.
While you might have more complex or on-going reports that you keep on your computer (like the agency New Business Log), a daily sales report would be one that I would consider doing manually.
Think about what items you want to track or address on a daily basis. Here are a few possible items:
# of Outbound Sales Calls
# of Referrals
# of Inbound Phone Calls
# of Cross Sell Quotes
# of Internet Leads
# of Sales
This list is really going to depend on what is important to your agency and might even vary between individual staff members.
I would include a daily goal for each category you select. So maybe you want your sales producers to have a goal of 20 outbound sales calls, 3 cross sell quotes, and 2 sales each day. Or you want your customer service rep to answer 15 inbound calls, get 3 cross sell quotes, and update at least 7 client profiles.
Create a spreadsheet form and print out copies for the next week or so. Have everyone keep a new sheet on their desk and track throughout the day. They can “turn in” their sheet to you at the end of the day.
Then review the numbers. Look at how much is being done, if one person is outperforming another, and where you can look for improvement. This is also a great way to track what is being done each day and establish some baseline goals.
Try out your new tracking sheet for a week or two and then edit it until it feels right. You might realize there is something else you want to track or a better way to list the information as you go along.
