This is very healthy pressure to have. Make the time to prospect . This is part of the discipline theory we spoke of before. Every salesperson we meet says they are busy, and some say they are too busy to prospect. This is nothing more then an excuse and an infection by the Fear of Rejection bug.
Top salespeople make a habit of allocating a certain percentage of their week to prospecting.
Regardless of their workload, they put a priority on prospecting and do it regularly . It is your responsibility to make time to prospect and create this habit. Organize your list of leads . It is a complete waste of time to make phone calls to companies and people who are not qualified to buy your product or service. Top salespeople have at least 100 qualified leads on their call list at all times.