A principal presented the following dilemma:

“After trade shows we often send out an Excel spreadsheet requesting that the rep fill in certain fields (date and a few notes) to keep us aware of lead follow-up. Sometimes the reps respond; often they do not. We’re now planning to ask reps to also keep us aware of follow-up of non-trade show leads via a separate spreadsheet that we’ll format and send. What can we do better to encourage our reps to complete these items?”

As presented, this was a subject for discussion that reps warmed to immediately. For instance:

• “I … Read the rest