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

2. Attempt to motivate — Given that salespeople love shiny stuff, perhaps you attempt to create a contest, an award system or even special short-term compensation. This is a good choice when you are trying to build volume on a new piece of equipment;

3. Scare them — Turn off the lights during a sales meeting and tell them stories of salespeople who have lost their anchor accounts due to no fault of their own (like when Conglomerate A buys Company B, the latter being one of their anchor accounts and poof, reality sets in and all of the things that you told them would happen are happening. Their business and pride are in shambles and they need to take the walk of shame into your office for confession);