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

But anyone with a sales background knows better. Are they in fact lazy? Absolutely not! But they do take their own situation into account when they get the “Gang, we need more from you” speech. They have built an income and a lifestyle born from an annuity of business earned over the years. The thought of making new calls on new companies holds no appeal. That’s for the other reps, the younger ones, they think.