Activity reports are not created equal

Just because you have contact management or sales automation or customer relationship management software doesn't mean you have automation for your cold calling program. These products were built to automate another process.

Just because you can get an activity report doesn't mean you know what is really happening. Or that you have the information you need to provide leadership in the pursuit of Best Practices.

Other automation software requires sales people to navigate several screens and enter data to satisfy managements need for information. (Operating a prospecting process with inappropriate software is a waste of sales time and, as history has shown, not conducive to sales buy-in or success.)

Prospecting reports from current software are not connected to the process. You ask sales people to record what they did so you can say you track activity. You don't really use the reports to manage the process, because they typically don't tell you enough and you question their integrity anyway.

All too often the reality is: I got a report, so they must be doing something, and something is better than nothing. That I don't know what they are really doing has been status quo forever.

When reporting is disconnected from a process (especially an unpleasant process), it's not likely that the effort to report on the activity improves the performance of the activity.

With Klpz, the reporting is connected to the process. The sales force operates a fast, easy, high productivity application. The sales rep navigates the entire process using two screens. They prospect with a mouse. Their activity is recorded as they follow a prospecting process they understand and agree with. Every click benefits them and the greater results are motivating.

High integrity, high quality, detailed reporting is a by-product, not a goal. The goal of Klpz is to guide sales people to generate more conversations, appointments and prospects.

This is what you want to know about your calling activity:

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 Did you meet the calling goals we agreed upon for first calls and follow-up calls?
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 How many dials did it take to get a conversation?
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 How many conversations did it take to get an appointment?
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 Were those 60 calls this week three to 20 companies or 20 to three companies?
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 Were they all prospecting calls or were some calls made while working the pipeline?
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 How many of these new engagements or have all of the companies been on the call list for weeks?
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 How many companies did you stop calling and where were they relative to being in the market for our product?
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 How many first appointments did you set?
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 How well did you follow the prospecting process we agreed upon?
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 Did our tradeshow leads result in anything?
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 Which are better, the leads from the direct mail campaign or the web campaign?

Klpz generates reports automatically and delivers them to you by email.

Start each sales meeting with a review of activity and a discussion on how to improve the Best Practices of prospecting into your market.

Here is a sample report from Klpz which tells you, specifically, the three metrics in the first half of the sales cycle.

Klpz provides the reporting needed to manage and to improve your sales force prospecting performance. Peter Drucker said, "Whatever you can measure, you can improve." Klpz is the first automation approach to let you measure the first half of the sales cycle, in detail, automatically.