Tip 48: Set Prospecting Goals For Sales   

The more calls that salespeople make, the more sales they will close. Work with them to set specific and measurable prospecting goals. Here is how one show does it:

There is software that connects to your phone system which will measure the call activity of your salespeople (for example, Aimworx from NEC). One show did this and found the average salesperson only spent two hours a day on the phone.