Have you noticed this? You present a lovely spread of quality leads hoping your team will dig in and start closing. Instead, certain reps will only reach for the low-hanging fruit.
I know you’ve probably heard the “low hanging fruit” comment in a million meetings. Looking for quick wins? Go for the low-hanging fruit. Certainly it is important to fill the pipeline with high potential deals. But what about the fruitarians – the ones who only go after the low-hanging fruit? How do you get them to expand their horizons and