What incentive structure have you found that makes your sales organization more efficient? What metrics indicate to you they are wasting time on cold emails that don’t product results?

If they're doing that they're not targeting people who would actually buy what they sell.

Have you ever sold anything? It’s a very unique job because so much of it is rejection and there is almost a direct correlation between time and effort and outcome.

The book “the millionaire next door” (terrible title) analyzes generational wealth in the Us. And they identify sales as a useful experience for youth to gain confidence in their careers, for this reason.

The word you are looking for is lead generation. Knowing what customers are interested is a few stages of hard work down the pipeline.

I doubt "building character through rejections" makes any business sense.