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

So, how does one sell to the sales force? Is it better to use a carrot or a stick? Well, it would help to first understand the signs that you might employ this category of salesperson and then consider the options.

First, the signs of a complacent salesperson:

• Growth comes almost exclusively from within existing accounts. If a new order comes in, it is typically from someone they’re already doing business with and, if and a new client is landed, it’s because their brother-in-law just started a business;