It's easy for a sales person to stay busy. But it takes skill and focus to stay busy with the right things that will produce the intended outcomes.
Is your sales force walking past opportunities that would grow their referral base? Are they accepting "no" without having created a strategy for engagement? Do they understand that an initial rejection shouldn't be the end but rather the start of a new approach?
I believe a quality sales representative is an artist. They have the skill to paint a picture that connects. They can write an engaging story of how this collaboration has tremendous potential for all involved. They model an honest and authentic intent in their engagement. And I know how to tap into that with your team.