He Just Doesn't Get It --DeWese

Lacking Aggression

For example, there are tens of thousands of print salespeople who rarely, if ever, attempt to prospect for new accounts. I meet some salespeople who can't even name their top prospects. This makes prospecting easy for their more aggressive competitors. Surely the prospecting laggards understand their incomes will grow. They must know that new accounts protect them if they lose any of their existing accounts.