Quote Originally Posted by Zharova View Post
When wrote about meetings I meant sale agents meetings with customers.

1. Do you think it worth making sales people write daily reports re: meetings they had?

2. How many meetings a day should have an average sales agent?
Thanks for the clarification on what you meant by meetings.

To number one no I don't think it is reasonable to write a daily report on customer calls. Weekly at best if you have people you do not trust or are seeing problems but the number of customer calls is not a good guideline for how much is being sold in my experience. I'd rather spend time on seeing how my sales agents qualify their prospects, how do they meet the prospects needs and what are their final sale numbers. None of that is related to a number of meetings. If I am a good sales agent and I develop a good customer who makes one or 2 huge orders because I've solved their problems with my product then isn't that better than talking to 30 people who won't buy much or at all?

So to number 2 I'd say there is no reasonable number. It will totally depend on the average dollar value of your products, the long term customer building you do as a company to keep customers coming back. How long your product lasts before needing replacement and so on.

For example. I just closed a big sale of 3 rams going to 3 flocks in Washington state. 2 of the flocks are return customers. I worked with all 3 to choose animals so that they can trade among themselves for a number of years and not have to come back for new bloodlines. On the surface it looks like I am cutting my own customer base off, but instead they know they will come back to me and pay my price, which is higher than most flocks for sheep when they do need new blood. I solved their problems and I'll get return business from it. The "sales calls" for this sale happened over the last several months as I gathered their needs and concerns and then selected animals that would meet them. On a sales call basis some days I traded 8-10 e-mail messages with the people, sometimes we went several weeks with no contact. There is no way to set a daily or even weekly goal for this sort of sale.