Are you wasting both?
I think that there are a few things that everyone working is sales has been guilty of at one time or another: spending an exorbinant amount of time on a difficult customer, thinking of leads in terms of quantity instead of quality, and conducting sales calls with unqualified leads. These efforts can occasionaly turn into a profitable use of time but often they do not, and I am sure there are many other ways in which we shoot ourselves in the foot when it comes to generating revenue for our company and possible commissions for ourselves. It is important to take stock of our selling efforts on a regular basis to find out what is still working and what needs to improve - things change and what used to work in the past does not always prove fruitful in the present. I found a short and sweet article published by Miller Heiman highlighting research on ROS, feel free to check it out!
-Brianna