Sales reps are usually asked to record their field activities. Is it really necessary or is it just a waste of time?

“Sales reports enable a manager to track how much time salespeople are spending on different sales activities, if they are meeting their productivity goals, and whether their efforts are translating into real sales,” explains Paling. “In other words, the sales reports paint a picture of the sales representatives’ day even when the manager can’t be there to observe them. The information in these reports plays a critical part in helping a manager oversee the success of the sales team and essentially the whole company.”

Tracking Activity :Its never a waste but if taken in positive spirit by the company & senior .

 

(i) It gives in of your product / brand presently in the market to a fair amount ;

(ii) It gives the next step planned -to be executed (or) some minor alterations needed at the plan submitted ;

(iii) it is an eye opener sometimes -by having market reports which are self explanatory ;

(iv) It gives the person / sales rep helping hand -if he/she takes it right spirit .