CLIPPINGS

Abstract

If your sales are lagging, it's not the sales manager's fault. Nor is it the fault of the sales people or sales staff. The problem is that you haven't made a commitment to a consistent, organized prospecting program. Everyone wants prospects, but few are willing to do what's necessary to develop them. Before we go any further, it is important to make one point crystal clear: Although they should certainly be contributing to the prospecting process, salespeople should not spend their time prospecting. The job of developing the prospects belongs to the entire company, not just the sales force.

Citation

(1994), "CLIPPINGS", Journal of Business Strategy, Vol. 15 No. 3, pp. 11-14. https://doi.org/10.1108/eb039631