Sales & Marketing Management

Every territory manager should develop a target prospect list of at least 10–20
prospects. Derive these prospects from the target market exercise and in
consultation with the sales manager. These prospects will be a part of the
personal performance outcomes. The list should be changed and updated each
year as market conditions and priorities change.

Here is an example of a daily call record sheet. This is a simple working paper
used by the territory manager to track the week's activity.

At the beginning of each week, pull down the week's calls on to this sheet

from the call frequency plan.

Spread the calls over the days of the week allowing plenty of time for

current happenings in the territory and special projects. At the end of the

week, the data may be broken down as follows:

The sheets are filed temporarily but usually not kept for more than two months.

Example of a Daily Call Record

Daily Call Record

Salesperson Territory^ Date

Call Contact &

Telephone

E/A Prospect Last

call

Next call Comments

Weekly Activity Summary report to the sales manager

Daily Call Record report to the sales manager

Some data transferred to the Customer Record Book

Some data carried forward to the next week’s Daily Call Record for

action