Recording what happens.
WHAT IT IS FOR
Remembering, forecasting, and continuity.
WHY CONTINUITY MATTERS
Knowledge in one person's head leaves with them.
WHAT TO RECORD
Contacts and roles What was discussed What was agreed Next action and date Deal stage and value
WHAT NOT TO RECORD
Everything.
WHY
Systems that demand too much are abandoned.
WHAT THE MINIMUM IS
Enough that someone else could continue the conversation.
WHEN TO RECORD
Immediately after contact.
WHY
It is never done later.
WHAT TO AVOID
Notes that say only that a call happened Deals with no next action Contacts with no context
WHAT MAKES A SYSTEM USED
Being fast to update Being genuinely useful to the person updating it
WHAT MAKES IT ABANDONED
Being a reporting tool for management only.
WHAT TO REVIEW WEEKLY
Deals with no activity Deals with dates in the past
WHAT TO DO ABOUT STALE DATA
Clean it, or the system stops being trusted.
WHAT REPORTS ARE ACTUALLY USEFUL
What is closing What is stuck Where deals are lost
WHAT TO AVOID
Reports nobody reads.
