• More leads were necessary to achieve the sales goals
  • More leads meant more time spent on prospect research and qualification
  • More time was required to close sales
  • Sales teams with extensive relationship building experience would become paralyzed by prospect canvassing
  • Providing sufficient customer service and attention becoming more difficult due to time pressures

In the end, employees were spending more time and energy to convert fewer prospects to customers. This was a recipe for frustration, burnout and lost profits.