In this case Gerhard Gschwandtner said that salespeople do not reach their sales goals because they do not count the potential customer quickly. 4.) Prospecting plans need to be evaluated often: In today's market prospects need to be monitored because it can change patterns. Some prospecting techniques that have been successful in the past may become ineffective in a changing environment. Pecoraro created a program in which salespeople are rewarded by training new customer techniques as well as attending a meeting where they can meet and talk with potential customers who may need the customer's assistance.