We only hit what we aim at. For people who historically aim too low, this is a challenge. They are used to chasing prospects for months before they learn very much. It feels like they’re busy because they have a lot of “call backs” but no one knows if their time is being spent with actual prospects. And, if its not, sales results will reflect that. This means, if a prospect is tough to reach, then a lot must be accomplished on a 1st contact. So, who isn’t tough to reach? I guess that means we had all better have a good, solid objective.
