A short sales coaching segment by Matt Ryder advising salespeople to recognize and respect their personal limits for consecutive calls. He argues that doing many back-to-back calls (e.g., 10) reduces closing probability substantially and emphasizes the need for rest and mental fuel to maintain effectiveness.
You should know how many calls you can handle in a row. And I'll preface that with the newer you are to sales or the more thinking you have to do whilst on a sales interaction, the less you should do in a row. People shouldn't do 10 back to back. I would argue if you do 10 back to back, the chances of you closing your last four is like 5%. And if you ran the numbers, I guarantee you you're not closing those people, right? If you are, more power to you. Like know that limit. Because sales is a mental exercise. Like you need sleep, you need to eat, you need to fuel the brain, right? So know that limitation.
