There is an inverse correlation between how much a salesperson can prospect and how full their pipeline actually is. Start the week with 0 meetings, and they have all the time in the world to prospect - make hundreds of dials, follow up with people, send messages on social media. Then the pipeline slowly fills us. But now that they've got meetings on the calendar, there's no longer time to prospect the same way. So their dials go down, follow up is non-existent, and they stop sending messages on social media because they're running sales presentations all day. So the pipeline empties out again. That's what we refer to as the sales roller coaster effect. The solution is finding a way to automate prospecting.