Post Prospecting Activity Report: Fill & Download for Free

As soon as you have a repeatable sales process, defined as:Your lead sources and best prospecting activities are clear and measurable.Your Customer Segments within your target industries and verticals.Buyer Types involved with the review and purchase of your product.Awareness of buying signals and milestones achieved during the sales process by your prospects.The time to sale from initial contact to lead/prospect and receipt of first $ of revenueA Customer Implementation plan - one the client decides to begin using your SaaS product, there is a clear plan for the first day, week, month, quarter, and year on how that customer will be happy and successful forever.A six-month sales commission/compensation plan.This might mean that you need hundreds of customers or just a few - it all depends on your product and speed to developing this repeatable process. Remember, if you are hiring a salesperson, you expect that person to spend as close to 100% of their time selling.Personal Example: I was the first non-founder to join Altos Research in July 2007. The company founder/CEO spent 2006 developing the first round of products and the first half of 2007 developing a customer base. When I walked in the first day, he had a clear sales plan:"We get about 10 registrations/day from the website, mostly from organic Google search or blog posts. Call these people.""When you call them, ask them these three (3) questions...""When they answer Question #1 with [insert answer], then ask...""Then do a product demo.""Then ask for their credit card info.""If they need to see a sample report, email it to them and call them in a week. If they don't buy a week later, move on.""Once they sign up, then do this right away..."That was it. From there, I iterated the heck out of the process as the product grew, the team grew, and the market changed.The CEO knew EXACTLY what it took to sell $79/month subscriptions because he'd sold ~75 of them himself sitting in a coffee shop calling people on his cell phone.If you have your salesperson leading Customer Discovery calls, spending intensive amounts of time with your engineers developing the product, setting up email campaigns and writing blog posts, calling conference organizers for sponsorship packages, "figuring out the sales process," defining your market segments, calling CRMs and screen-sharing software companies to evaluate their products, then you're misusing your salesperson.You may need someone to do all of these things, and if you do, then do not hire a salesperson.

Great question! I’m hoping that while you spend a great deal of time on sales reports and forecasts, you spend even more time doing and training. Fundamentally sales professionals are only as outstanding as their last results and training. Let me also add some context. I’m on the road a lot. Last year I flew over 120 flights. This year (2017) I’ve already flown 46 flights and it’s April.The metrics should really be guiding how you adjust your tactics and possibly your strategy.Here are the two reports and two forecasts that I believe are useful to a sales professional and the wider organization. I have listed them below and provided a brief definition:Activity report: This report will help you answer these questions: How much activity am I doing? Am I doing the right set of activities? What activities could help me achieve my results faster? This report will give you a clear awareness into your communication, events and other activity. This is wonderful to reflect on weekly/monthly/quarterly to help you understand where you need to adjust.Pipeline: This report has all prospects you are actively pursuing; this gives you awareness around where the opportunities you are pursing are in the sales process (has the prospect expressed interest? have you met with A decision maker? do you understand the sequence of events for the prospect to buy? are you clear on what an acceptable proposal will look like? do you know when the deal will close?). Working on your opportunities in batches is often a great way to tackle the work produced from this reportSales Forecast: This is NOT the pipeline, often many people confused this report with the pipeline. This should remind you daily of your importance in your organization. Many people confuse the pipeline with the forecast; it helps you hold yourself accountable for deals you intend to close by end of each month/quarter; determine which opportunities need what resources; help you understand estimates of how much business you will close; helps prepare for post-sales (service) delivery; the ACCURACY of this one report impacts the rest of the organization; sales forecast shows those prospects who are in the final stages of purchasing; the forecast impacts: staffing, cash flow <— companies live and die by this reportLong-range sales forecast: you’ve been told by prospects that you’re offering is in budget and they are committed to purchasing your product, or service at some point in the futureHere’s how I would think about your day-to-day (I would do this in the morning before you really start your day, look at email, etc.):Explicitly review your overall objective: This is typically a S.M.A.R.T. goal that you keep top of mind (ex: Book $XX million in revenue across Y products with ZZ% profitability by [DATE])Explicitly review your purpose: The objective is important. Why? Why do you want to accomplish your objective? What will this achievement do for you? What will it do for others?Brainstorm how you will go about accomplishing your objective stated in 1. Spend 5–10 minutes on this.Pull up your activity report for reference, as some of your activities will help you expedite the achievement of your result. List out all the activities you could do today. Pull up your pipeline so you know what will be the most important work to do today. Examine your forecast: Anything helpful from there? Any place you need some support from within you organization that could help expedite closing opportunities. Long-range forecast: Great to glance at to see if they support you in accomplishing your objectives. Spend 10–15 minutes using these reports to add to your brainstorm list.Once your brainstorm is complete, you will examine the list for which items will be the most impactful. What tasks in your brainstorm list could you do, that would allow you to not have to do others on the list. Spend 5–10 minutes (in the beginning this could take longer).Conclusion:From my experience using this daily framework, I’ve found that even doing the first two steps (and not 3–5) when I have limited time is enough to get me in the mindset to take the right next steps.I hope you find a way to integrated your reports/metrics into the daily framework I’ve laid out.

Let's compare Brand Managers job VS Trade Marketing Managers Job. This will be easier for all of us to understand the difference.We all majorly know about the Brand Manager’s job. He is considered to be the guide in the formation of a Brand. Developing Brand Essence, searching for market opportunity and a lot more it can not be defined in one paragraph. A brand manager’s job is to manifest the brand in a way that makes audiences believe in it, importantly Trusting the brand.Starting from inception a brand manager can actually help a product to place or present in a way that will secure a unique place in the consumers' mind. For example, if we look at the perfume segment how several brands have been selling passion, sex, attitude & culture instead of just perfume. It is the brand manager who finds the perfect place in the mind of the prospect which if acquired, a long term association is formed.Now trade marketing or field brand executive is the person who will be on the field to ensure successful ground implementation and reconciliation of the marketing plan as guided by the Brand Manager or Marketing Team, in line with brand building and communication objectives.His job includes the following things1Field Brand visibility planning and budgetingUnderstand and document for own area, the marketing mediums, and branding opportunities qualitatively and quantitatively; create detailed retail space bank and beats.Detail out as per year objectives and activity guidelines, own territory plan for on-field marketing/brand visibility in coordination with the Marketing co-ordinator and the Sales team, with the estimated budget outlays and execution framework, get the same approved by Marketing and Sales heads.2Execution of Field Brand visibility plan-report and reviewImplementation of Brand field visibility (channel partners) as per approved plan and timelines, in coordination with the vendors and as per the Brand communication guidelines; and provide a detailed report as per schedule.Ensure retail and distributor visits as per the PJP plan to ensure the retail visibility and executions are properly serviced for any checks. Ensure retail feedback on competitor activities and report for any special needs and variationsEnsure the proper usage and merchandising through the DSMs/self of the POSM materials to ensure retail display prominence. Organize any event branding and executions as per plan - stall, and activations. Ensure the Pushcart and Freezer branding, deployment in coordination with Sales; follow-up a post-deployment audit.3Process adherence and Vendor ManagementEnsure quality process adherence by vendors. Report for compliance and deviations. Ensure branding SOPs are followed, activity audit is done and reported as per guidelines and schedule.Ensure all activity reports and MIS as per the structure and as per timelines.4Self-development plan and adoption of best practicesPrepare and practice in discussions with the Brand Manager, the self-development plan, check progress to enhance productivity in work areas.Present in reviews the best practices for self.Please appreciate by liking and commenting. if it was helpful for you.