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

A non-salesperson would look in from the outside and not understand why this is a problem: Wait, what? Don’t the reps work for the company? Why can’t they simply do their jobs, the ones they are being paid to do? Management, while on the one hand grateful for the work it took to get the company to where it is, gripes about the current lack of effort and desire to get to the next level. Legacy reps, the ones with that coveted book of sustainable business, are seen as stubborn and selfish and downright, well, lazy.