Author: Alice Heiman

close
by Alice Heiman January 26, 2017

How sales management can motivate prospecting

Too often, I hear frustrated leaders in sales management say things like this:“Why won’t salespeople prospect? All they ever do is complain that they don’t have enough leads.” Which brings up the bigger question: Whose job is it to generate leads? Some people believe generating qualified leads falls on the shoulders of the marketing department.