Whatever data management system you choose, you need to make it a part of your daily routine.
Novice salespeople often make a couple of rookie mistakes:
-
They rely on their memory to keep track of important information. With the number of things they have to keep track of on any given day, they are bound to forget something crucial.
-
These bad habits waste time and might actually lose prospects. Important information should be entered in your data management system on a regular basis. If it sits on your desk or in your car overnight, you might have a hard time finding it in the morning.
For this reason you should have a more coherent data management system. Many people will actually have a dual system, which contains both a computer- and paper-based element. A good desk diary costs very little from any stationery store, and will contain sections for entering reminders based on dates, along with a section for contact information.
A computer-based data management system will usually make use a dedicated sales data system which allows you to keep a strong database of information, which is stored in columns and highly searchable. If you are looking for information on customers who have bought certain products, are of a certain age, or have other specific needs it will all be easy to find. This way you can keep track of your prospects and contact them with any information that you think will be beneficial to them and perhaps encourage them to make a purchase.
If you keep and manage your information on customers, it allows you to sell in a more streamlined manner. Customers appreciate being kept abreast of the latest developments, and as long as it is relevant to their needs they will respond to your contact in a way which will keep your sales numbers high. It may seem like it takes an unnecessary amount of time to maintain records, but the amount of time it will save you when it comes to trying to recover information really makes it worthwhile.
