You are a sales person - GET USED TO IT! Medical Billing News!

A great Sales Leader recognizes that knowledge is power and that his or her leverage in the marketplace is founded on the ability to know the business details of customers and prospects. Many salespeople will proudly boast of their ability to remember personal information about prospects such as hobbies, birthdays, and spouses' names, but they fail to recognize that it is more important to understand the business issues such as fine customers' market challenges, operational methods, and their decision-making processes.

You need to build a database that includes a separate record for each prospect and customer (database record, profile sheet, index card, or whatever system you use) to highlight both personal and business information, plus basic information, including name, company name, address, phone numbers, etc.

Database methodology must become a priority in your career. Your filing system should be updated daily and it should include prospects and customers hi the same physical location or computer file. Most importantly, you must use only one database method. I've seen salespeople create multiple databases, keeping business cards wrapped in rubber bands (eventually to be entered into the database when procrastination is overcome), while using a computer database for customers and a folder with prospect information written on beverage napkins. A system like this is doomed to create confusion and inefficiency. Thus, create one database that you update daily.