On Monday evening I can tell you exactly what happened in every call.
By Thursday, most of it has become "it went fine".
Memory is kind to us. It smooths the day out, keeps the general feeling and drops the details. And the details are the only part a rep can use.
So I write four short lines before I start the engine, straight after the last call:
- What I saw. One line per call on what the rep actually did.
- What the doctor said. The doctor's own words, which often tell you more about the market than any report.
- What we agreed. The one thing the rep chose to try next.
- What I owe. Anything I promised: an answer, a contact, a second visit.
The last one keeps me honest. A manager who forgets promises teaches reps not to ask for help.
Then I share the notes with the rep the same evening. They are about the rep's development, so the rep should see every line. Before our next field day, we read them together.
It takes five minutes in a car park. It saves the next visit from starting at zero.
“Memory edits the day. Notes written in the car park do not.”
Lesson 14 of 16 in Step 3: The field day, with the full guide and a checklist for this week.