Sales teams waste energy chasing volume when they should focus on eight highly qualified prospects per day with 80-90% show-up rates. Pre-sold leads convert better than managing a large pool of lukewarm ones.
I would start to look at your sales process of not, not a volume game, but a qualification game. How can I get my one, how can I get one closer, 8 super qualified people on the calendar every day? That's an 80%, 90% show-up rate that are already a little pre-sold versus trying to play the volume game with 100 closers.
