The #1 Sales Rep Still Has to Prospect!

I get calls often from sales managers who are interested in me doing a session for their sales team on prospecting.  And it’s not just for new sales reps.  It’s for ALL sales reps.
 
The problem is classic: sales reps become GREAT account managers, but they forget to go after NEW accounts. And when they forget to prospect, they lose the skills that made them successful in the first place.  The same customers reach out, week after week, asking for quotes and quick turnarounds, and that becomes the focus. But if reps rely on these same customers, how will they ever GROW? The truth is, even the #1 sales rep needs to keep prospecting day after day, week after week.
 
It's the difference between A players and mediocre B players. A players keep growing. B players stagnate. What kind of player do you want to be?

What do you think? Share with me in the comments!

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