The Sales Manager’s Everyday Checklist

This is the daily check list for a front line Sales Manager who works in FMCG Channel mode of distribution.

  • Report to office 30 minutes before others reach office and visualise your plan for the day with your eyes closed.
  • Submit reports and meet your boss for 30 minutes.
  • Leave office premises latest by 1030am and reach the market by 11am.
  • Spend 30 minutes on the beat that you are going to work on today. In my field days , I just used to walk around the beat and get a feel about the same.
  • Meet the distributor at 11 am and find out following:
  1. Secondary sale of yesterday (Check this from the Delivery challan book of distributor)
  2. Missed deliveries of yesterday (Cross check actual deliveries of yesterday with orders booked by you)
  3. Discuss Marketing initiatives with distributor
  • Jointly work with the Sales / Delivery clerk of distributor on his planned beat for the day
  • Review your day with the distributor / his support staff in terms of
  1. Secondary sales made today
  2. Run Rates of Sales required
  3. Plans for achieving this
  • Reporting at office
  • At least twice a week, move around on market beats / routes for an hour to observe
  1. Market Visibility
  2. Market Penetration
  3. Competitors movement
  • Spend half a day, once in a week (Saturdays) when you should plan for the next week and review last week.

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