How to keep a good sales diary for account managers/salespeople

keeping a sales diary is to record the past and carry the future. It is not only the proof of your footprint and behavior, but also the record of your maturity and promotion of thought and height. It is a "historical record" of the personal development of the account manager, which records the past, present and future of the account manager. When I give lectures to many enterprises, I often see that some salespeople are unwilling to keep a sales diary and are unwilling to use it in their daily accumulation-writing a work diary. So that although some people have done a good job, they are not good at summing up and summarizing, and they can't form their own work and management system. A marketer who is not good at writing and can't systematize his own things can't take on a higher position, and why some people get started quickly and can be promoted quickly has a lot to do with their good at groping and summarizing, fostering strengths and avoiding weaknesses, enabling their own things to be copied and maximizing their own marketing practice. Writing a work diary, in fact, is to systematize your own sales practice and what you have learned, form your own unique market operation thinking, and let your own things be passed on, so that you can better guide and train your subordinates, thus taking a higher position and gaining a bigger development platform. Since a work diary is so important, what is a work diary? For an account manager, a work diary is a record of an account manager's work and life in the market, a feeling of his work and life experience, and even a feeling of his career and life, which is a witness of his "transformation" and growth. How to keep a work diary? First, the format of work diary: Like the usual diary, the format of the account manager's work diary is generally written in the first line with the specific "year, month, day, week and weather". A complete work diary must start from the above three items (the work diary printed by enterprises often includes the daily work start time and end time). Write "year, month, day", which records the date of your work. It is an imprint of time, indicating that in the long river of your memory, there have been ups and downs, joys and sorrows, and it is in the depths of your "history". In the past few years, looking back at the past work diary, whether it is happiness or pain, success or failure, it is a fortune and a happy past. The "week" record indicates the degree of your dedication. The filling of "weather" can show from one side that no matter how the weather changes, you can go through the storm, rain or shine, you can cheer up and stride forward, not because of the weather changes, your mood and behavior are uncertain, or even you are lazy and slippery. Of course, we can also write a title for the diary at the bottom of the first line above, which is the theme of the diary. This is actually equivalent to a marketing essay, which may be a prototype or "raw material" for your future writing. Second, the content of the work diary: a diary is a record of what happens every day. Generally, according to the needs of enterprises, it records the work done every day, such as visiting customers, visiting time, work items, the results of negotiations, making an appointment next time and other records; And business process review and summary. This is also an experience induction or ideological sublimation. It also includes a rational record, which records your specific work items, achievements, difficulties you encountered, and the support you need from the company. One is a perceptual record, that is, your experience and perception of sales work is more of an expression of emotions and thoughts outside of a day's work or work. The work part records what we did in a day. Generally, it includes the following contents: 1. What tasks did you mainly do today? Whether to visit customers, develop customers, serve customers, handle complaints, investigate the market, understand competitors, or learn the company's sales policies. 2. Sales completion. In our work diary, it is best to have a daily sales record accumulation table, that is, to break down the monthly goal into every day, and list the quantity that should be completed according to the planned progress, whether the actual quantity is owed or exceeded, the actual completion rate, whether it can keep up with the planned progress, and so on. 3. Market competition status. We live and develop in the defects of our competitors, and every mistake or defect of our competitors is our opportunity. Therefore, we should pay attention to the changes of competing products every day, such as the launch of new products, the implementation of promotional activities, customer changes and status, after-sales service standards, customer satisfaction, etc., all of which should be recorded in the log, and SWOT analysis should be made to ensure that we know ourselves and ourselves, win every battle, and be aware of the market. 4. Urgent problems and tomorrow's work plan. By combing the day's work, the paper summarizes the core factors, or main obstacles, or plans or policies that need to be applied to the company, and other resources that need the support of the company. Everything is established in advance, and it will be abolished if it is not predicted. In this part, you can also add plans or ideas for the next day's work to guide the next day's work, so that every day's work should be targeted and planned, so as to facilitate inspection and evaluation. 5. Summary of gains and losses of work. This is actually an evaluation of one's day's work. These things are the most valuable, no matter whether it is a success or a failure. In this part, we can review: during the day's work, what work items were done that were valuable and meaningful, what aspects were not done in place, or even failed at all, and what needs to be improved in the next work. Successful experience, how to train and improve subordinates or colleagues by writing cases or making courseware, and failure, also by showing up, let yourself or colleagues get inspiration or reference. The elevation and sublimation of sales diary. This part can also be said to be a part of the diary "conjoined", which can be reflected in the diary "attached" or written separately to become a separate article. This part is the most valuable for your future development and the most brilliant. Therefore, it needs to be conceived and written with heart. This part can be long or short according to our own practices and feelings, and write our own views and practical steps, methods and details. This is actually a case, and what needs to be expressed in some tables and formulas can be drawn and written down, which can become a position for us to refine our ideological and theoretical system. Of course, if you write brilliantly, you can also contribute to the magazine media. Over time, expert marketers will gradually develop. If you want to make your work diary really become a springboard for your rapid growth, you should pay attention to the following questions when writing: 1. Be persistent. The accumulation of marketing pays attention to the process and accumulation. Only by perseverance can marketers finally achieve something, and keeping a work diary can be used as a tool to hone their strong willpower. In doing things in life, it is important to have perseverance. Those who can persist must have extraordinary perseverance, which is the basis for doing great things. 2. Be serious and don't be perfunctory. Many account managers always take an attitude of coping with the work log required by the company. For example, they don't write it at ordinary times, but rush to complete it when they want to check it. Not only is the content empty, but also the handwriting is scrawled, so people will know that it is an errand to cope with. Although the work diary is small, it reflects a person's work attitude. Remember: the work diary is written for the future self, not for the enterprise, so it must be meticulous and attentive. 3. Find differentiated writing points. After writing a work diary for a period of time, some account managers find that every day is just that kind of thing, and when they write, they are a little boring or even bored, and some people stop. As a matter of fact, you can learn by paying attention everywhere. As long as you put your heart into it, you can find some novel points every day: the changeable weather, the complicated human world, the surprise of the scheme, the innovation of competing products ... from green trees to red flowers to the national situation and policies, as long as they are related to our work and mood, you can write them one by one. 4. The account manager can write a sales diary from a running account, such as getting up at 7: , having breakfast at 7:3, going to work at 8: to visit customers, and assisting customers in visiting terminals and distributing goods at 8:3. But you can't just keep a running account. The most important parts, such as work gains and losses, problem finding, summary and review, next promotion and improvement, must be written out, which is the most helpful thing for yourself. 5. Be able to endure hardship and loneliness. After a hard day's work, some people feel very tired when they go back. In fact, writing a work diary is a casual job and a bit of review of daily work, which does not need to take up too much time. In a word, it is good for the future development for account managers to get into the habit of keeping a diary. Laozi said, "The world's major events must be done in detail, and the world's difficulties must be done in an easy way." Account managers can only record the short and wonderful moments in our work, or some big or small things, so that we can accumulate a lot of money, form our own sales system and model, benefit from more industries and marketers, and realize the transformation from career to career while exerting their greatest value. Editor: Li Daili