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

Interestingly, those same characteristics that are in the way of future growth are precisely what it took to get both them and the company to where it is today: They are territorial and independent, stubborn and confident to the point of being cocky. Ironic, isn’t it?

One half of any sales force can fit this description. And while you can cajole and even force them to work toward this company-wide goal of increased sales volume, it is a lot riskier than it may seem. Stand in front of them at the annual sales meeting and announce that double-digit growth is a new requirement and be ready to face the consequences: Revolt, dissension and potential departure.