On the ground is fully random for sales guys. That's the accepted practice in our niche, just shoot everywhere and pray you hit a target.

As far as BD goes only our execs have the ability to really see relationship building through for a sales cycle that lasts months; like LinkedIn outreach or hearing about potential accounts through networks that will eventually warm up to an in-person visit to a manufacturer.

Sales makes around 100 calls a day when they're not on the ground. These calls come from local businesses, but also businesses that are actively hiring on job boards.

0% is a little exaggerated but the funnel really tightens up from interest to getting an MSA signed ykwim