With delayed closings the norm rather than the exception, and existing customers often spending less than in past years, it is more important than ever to find and close new business. This requires salespeople who have historically been more passive, perhaps enjoying the less agonizing roles of account management, to take on the more proactive roles of hunting for new business.
It sounds good in theory but in reality, your pipeline doesn’t indicate that many new opportunities have been added. Many salespeople don’t want to hunt and some aren’t wired for hunting.
We will help you identify the salespeople who will hunt for new business, can be trained to hunt for new business, and the salespeople who should not be placed in proactive roles like hunting for new business.