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

4. Threaten them — Remind them that until their name goes on the front of the check and not the back, they are employees and, if growth is needed, it’s expected that they will comply;

5. Generate leads — Most salespeople would agree that finding the right person to talk to and coming up with a valuable approach are the two most difficult parts of selling. Take these challenges away by providing leads and identifying needs, as well as contact names, and now all you’re asking for is the sales rep to make the calls, make the calls, make the calls.