Meet Mr Qureshi, who's made up. He has a distribution business in Faisalabad with six reps on the road. He built it on relationships, and those relationships are all in six people's phones.
- 9:00Asks a rep how yesterday went. "Good, sir." No numbers.
- 11:00A big customer complains nobody called back. The rep says he did.
- 2:00Two reps turn up at the same customer, with different prices.
- 4:00His best rep resigns. His customers are all on his own phone.
- 8:00He looks at the sales register, trying to guess next month.