Use reports to understand your present situation and make plans for the future.
Philip and Frederica Wylie listening to weather reports, Miami Beach, Florida, 1950. State Library and Archives of Florida.

On the Third Day of Christmas:

Find three reports you can use to help you be accountable and develop sales, and visit them frequently.

Use your CRM and media sales analytics system to set up your go-to reports and make shortcuts to them. In media sales, these might be your monthly billing report, your pending report, and an aging report.

You might analyze a report that shows business that was on last year but not this year.  You might pull your account list sorted by keys and targets so that you can focus on the accounts with the greatest potential.

Whatever reports are your go-to reports, take a moment to make shortcuts or bookmark them so you can analyze and take charge of your business with just a few clicks.

And, if two (or more) people call on an account in your organization, work together and share information.

And finally, promise yourself that you will have fantastic and productive one-on-ones forever more.

Next time, for the Fourth Day of Christmas, you may have four (or more!) budgets to hit, so be sure you are paying attention to all of them.

By Kitty Malone, Efficio Solutions Manager of Client Services

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