Why is no one calling at my company?? I'm afraid to ask.

Been at a niche-player start-up company for 6 months now. We were acquired by an industry giant 3 years ago but still operate independently. It's a good product - with a ton of inbound leads. No complaints.

I was previously an Enterprise seller at a different company but jumped after layoffs to join here in an SMB role. I came in approaching this as getting back in the saddle of doing cold calls and high-velocity sales. My manager never heard of that before.

Beyond SMB, we have a Named Account team - and after they recently offloaded some 'dead' named accounts to SMB, I realized no one has picked up the phone to call these folks. Ever.

Long story short, I got 45 accounts assigned to me on Monday. I've called into 10 of them and got 2 meetings lined up next week. Looking at their account histories, hundreds of emails have been sent to these prospects for years - without a single one being personalized, or a single person being called.

I'm perplexed! It can't be that simple. I never really looked into what other reps are doing on their accounts but they're clearly not doing the right tasks to get in front of these customers.

....Why are they making more base salary than me?? lol.