Hunting vs. Farming in Sales
It’s easy for organizations to fall into the habit of seeking sales growth only through existing customers. Even though the sales force is typically best placed to find and approach potential clients, individual reps may shun the uncomfortable task of cold-calling in favor of selling to customers they know well.
One large distributor of auto parts tried tackling this problem by separating these activities. Its … [ Read more ]
Author: Maryanne Hancock | Source: Using your sales force to jump-start growth | Original Publication: The McKinsey Quarterly | Subject: Marketing / Sales