I have a weekly chore that I am not particularly fond of. It involves venturing into my attic and checking the mouse traps and removing any expired rodents. It’s a job I do because I have to and not because I want to. If I make excuses and miss performing my duties, an unpleasant smell is sure to start wafting down from the attic. As I went about my grizzly deed this weekend I could not help drawing the comparison between my task and many of the less desirable tasks in sales, like cold calling.

We may not like them but we know we have to do them or there will inevitably be consequences.