If you’ve been banging your head against the wall trying to get your team (or yourself!) to prospect daily, you’re not alone. Consistent prospecting is one of the hardest habits to build—but also the most critical for sales success.

I recently tackled this challenge with Paul, a sales leader in logistics software, who needed a way to get his remote team to stick to their prospecting call schedules. Here’s the advice I shared with him:

1. Make Prospecting a Daily Conversation

If you’re not talking about prospecting every day, your team won’t take it seriously. Yes, you might feel like a broken record, but that repetition is what sets expectations.

2. “Show Up” for Call Blocks

If your team was in an office, you’d gather them on the sales floor. Remotely? Replicate it by jumping on a video call during call schedules. They can see you, and you can see them. Accountability + Energy = more dials and conversations.

3. Use High-Intensity Sprints (HIPS)

Instead of long, drawn-out sessions, try 10- to 20-minute call sprints. Short bursts keep energy up, reduce mental fatigue, and drive better results. Track progress on a virtual leaderboard to add some friendly competition.

4. Lead from the Front

Don’t just tell your team to prospect—do it with them. Join the call blocks. Make dials and create conversations. Show them that prospecting is non-negotiable, not just a checkbox.

5. Accept That Prospecting Isn’t “Fun”—But It’s Essential

No one loves cold calling. But we do love closing deals, hitting targets, and getting paid. The key? Stop waiting for motivation. Build the discipline, and the wins will follow.

My Final Thought:

Prospecting isn’t a one-time fix—it’s an infinite game. The moment you stop reinforcing it, your team will slip. Stay present, keep energy high, and run those call blocks every day.

How do you keep your team accountable for prospecting? Let’s share our proven processes in the comments.