When the numbers are down, the reflex is to do more. More dials. More emails. Longer hours. Effort is honest and it is the one lever you always control.
The problem is what a week of prospecting actually teaches you. Some calls went nowhere. A few went somewhere. Whether that was your opener or the luck of reaching someone who already had the problem, you cannot say. And when useful feedback does arrive, it arrives months later, after your list changed, your script changed and two competitors made moves.
So you reach for the one thing you can count. Activity is visible. Activity is measurable. Whether it connects to a result is a separate question, and it rarely gets asked.
This episode covers the standard I held myself to when I was setting appointments, and why the judgment that matters happens before the activity does.
Full transcript: https://scottchannell.com/sales-activity-does-not-fix-results/