But this doesn't answer question - how long should you be available to take calls, and what should you do with people who call outside your posted hours? Recognizing that there is a three hour difference for many people, you should try to be available during that period that overlaps different time zones. If you live on east coast, 11:00 AM to 7:00 PM will provide decent coverage. Voice mail or an answering machine should be available for those hours you are not actually taking calls.

While voice mail or an answering machine will provide coverage, you must respond to inquires received on a timely basis. While you have a better chance of closing sale if you are available when they do call, this is next best alternative.

Another thing that you should do, is to try to capture their telephone number, best time to return call and their email address if they do call outside your normal working hours. This works especially well if you follow up with an email sending them a carefully crafted message. In that message thank them for their inquiry, and if they respond, be sure to return their call. If they don't respond to your email, you should still follow up, however, odds of making a sale have decreased dramatically.

No matter what you do, you will not close a sale with everyone who calls. If you present a "business like" image, odds that you will be successful, will increase dramatically, and you will realize that dream of no commute, not having to play office politics, and hopefully there will be some income.

I can't help but wonder how "sink or swim" approach fits into those mission, vision and values statements. The new leaders who are trying to learn on their own without a coach or a trainer take longer, make more avoidable mistakes and often lose their motivation and enthusiasm. Multiply that by number of their direct reports and equation becomes an issue that's costing organization dearly.

If your organization is one that values development and promotion from within ranks, make a commitment today to establish a new process, and most of all provide support and training to ensure success. The future leadership within your company depends on it.

Lora J Adrianse is the owner of Essential Connections. She is a Coach, Consultant and Facilitator who specializes in the development managers and business owners. She recently left a long-term corporate career to focus on her passion for helping others bring out the best in themselves through the use of Emotional Intelligence. She can be reached through her website www.connectionscoach.com