If you fall within the last category, do not despair! If you find that you need to spend more hours prospecting than there are in a day in order to reach your income goal, consider some other alternatives that will decrease your required prospecting time:

• Improve your closing percentages.
• Increase your profitability/commissions or income per sale.
• Increase the size of your average sale.
• Decrease the number of cold calls needed to identify one new prospect.
• Decrease the average time it takes for you to make one cold call (remove all distractions).
• Change your income/sales goal.
• Find a new career path. This alternative is only for those people who have thoroughly explored all options (including working with a sales coach) and, most important, have taken the time to develop their selling skills and implement a comprehensive prospecting system they have followed for a considerable length of time.