with a depressed recruit in fence to fence sales who said he called on 45 homes and did not get one sale. When I checked with his field manager, we found that he had knocked on 45 fences but only 10 people answered his knock. There is a big difference in talking with 45 people and not getting a sale and in talking to 10 people and not getting a sale. So be very careful that you are working with real data. I suggest you keep track in writing of the key numbers for success. Write the results after every call as you go to the next fence. The first and most basic number to keep track of is how many
fences did you knock on. A typical number might be 20 per hour worked. Be sure to write down your results. This is an indicator of how much effort you put in on any day. The next number to calculate is how many fences were answered. This number tells you if you were working at the best time of day, if
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