new business development

I was talking with someone who wanted his farmers – salespeople who are assigned to a single enterprise account – to hunt. His idea is to take existing salespeople and have them bring on new accounts instead of hiring additional salespeople to do that. There are certainly pros and cons to that, but do you think it will work? What would it take? What are the chances? If it works, can it be replicated? Let’s take an inside look at the factors, chances and reasons, shall we?