They'll discover how much prospecting contributes to success. Analyze their prospecting results. If the percentage is low, help them discover where and how they're failing. Establish incentive programs that reward salespeople for their prospecting activities. For some, it boils down to the belief that prospecting isn't satisfying.
Salespeople enjoy a fast pace and appreciable returns.
Help them view prospecting as a challenge, rather than something to be dreaded. Endorse creative prospecting. Some may find better luck with cold calling, while others might want to focus on gaining referrals from current customers. Leading The Sales Organization, Thad B. Green. W., Box 5007, Westport, CT 06881.