"One of the biggest productivity killersis lumping together a mix of different responsibilities (such as raw web lead qualification, cold prospecting, closing, and account management) into one general "sales" role. This creates significant inefficiencies:
- Lack of Motivation: Experienced sales people hate to prospect, and are usually terrible at it.
- Lack of Focus: Even if a salesperson does do some prospecting successfully, as soon as they generate some pipeline, they become too busy to prospect.
- Lack of proper training and support: Their company doesn't train them on how to prospect effectively...
- Unclear Metrics
- Less Visibility Into Problems: When things aren't working, lumped responsibilities obscure what's happening..."
Get the lowdown here:
Why Sales People shouldn't Prospect - An interview with Aaron Ross | For Entrepreneurs