Farquharson | on Business Development: Fire Up ‘Lazy’ Salespeople

Your company needs to grow. And, given the fact that 10 to 15% of this year’s business won’t be around next year due to natural attrition, you need to find new business just to stay in the same place. But there’s a problem: This same sales force that worked so hard for so long and achieved so much to get the company to its current sales level is now one of its chief obstacles toward achieving additional growth.