The very same owners who complain about the lack of clientele development often balk at giving their staff the tools they need to succeed. Sales people need a quiet facility off the floor where they can make their telephone calls, a desk or desks, and telephones. Telephones, in many stores are an especially big problem. On one hand owners can be reluctant to invest in a telephone system that will handle the needs of their staff. On the other hand, sales people complain that they can't develop clients without telephones - and they're certainly right.
Tools have to come first, because without proper tools, there can be no follow-up system.
If you make the investment and ensure that clientele development is properly implemented on an on-going basis, the tools will pay for themselves. There are two ways sales people can maintain their individual client databases. The most common is a card box system that maintains contact information on index cards. I'll address both. Clientele development boxes are used often, but are seldom used properly.