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

• Every day, they tell themselves two lies: “My clients love me!” and “It will always be like this!”

As it turns out, denial is not a river in Egypt and one day it is likely to all come crashing down on them, but that’s a column for another day. Let’s talk next about how to get the complacent sales rep moving forward in the same direction as the company.