I saw that there's a big aversion from the sales side on to setting up more than one person with the same area. They are afraid that the other one will take good leads. They are scared that they will close all the leads, and lose their jobs.
From the company point of view, it's making no sense. It's obvious that it's better to close all the deals fast. Or is there something that I don't see?
How good/big/fast companies are handling this issue?