One big challenge of early‐stage selling is insufficient demand, so we decided that we had to give our new reps a ton of leads they could follow up on, right away. A busy sales funnel boosts productivity and energy within a sales team, while allowing management to study the biggest sales challenges and see how the top performers are overcoming them. Conversely, if you skimp on resources for lead generation, your sales reps will end up having only a couple of meetings a week. That's demoralizing; they are literally dying on the vine. High levels of activity are essential to boosting morale and
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