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:
For a rookie: 60 prospecting "dials" a day to generate 20 actual contacts, plus 20 followups to past contacts (either by phone, e-mail or fax).
For an experienced salesperson: 40 prospecting dials a day to generate 20 actual contacts, plus 20 followups.
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.