It’s yours truly with a new format for our nightly Post. On “The Specialist” Radio Hour we have a special segment called “The Specialist” Spotlight. So no one misses this popular part of the show we will now make the Post each night the written transcript of that segment.

Today’s Spotlight was on how record keeping empowers you not only in sales but in management as well. First off record keeping is so important in sales that once you get used to keeping good records about your sales the information you will glean from these records will not only save you money but will drastically increase sales.

At one point in my career I recorded every vital piece of information about every sale over a 12 year period. When I finally studied this information it told me what to expect from every kind of prospect, like who were most likely to cancel, who would have the worst chance of being a credit reject and so forth. Armed with this information when I would interview a prospect, as soon as they told me their occupation or mentioned other data that I had compiled it immediately told me what steps to take to counter the data good or bad. It was invaluable!

In management when you use record keeping with your sales force they will be able to see the TRUTH opposed to the fantasy world they would like to live in. Salespersons tend to live and only remember the one great week they had and convince themselves those are their normal results. I understand their view because I was guilty of this pretend analysis myself until I got empowered by real record keeping! It is very difficult to face the real truth. The bottom line is you will NEVER know where you are going unless you KNOW where you have been!

“The Specialist”