Sure, relationships rule in the world of sales. But when push comes to shove, it is almost always about the number of calls you make each day. As I work with sales people in companies large and small, there seems to be a common theme these days…sales people “think” they are making the appropriate number of phone calls to make goal and they are not. So, how do you know? First, as a sales person, stop lying to yourself. It is easy to track and determine the number of outbound phone calls you made today. Next, as a sales manager, listen and track.