1. Selling To The Wrong People

Salespeople often get comfortable and sell to the same people because they are familiar with them. Even salespeople who are responsible for certain accounts need to build relationships with more than just a single person from that account. Say the salesperson's contact at that account leaves the business: That salesperson would be starting at zero because he or she did not build any other relationships there.

Another important rule to note is that salespeople can't afford to spend and should not be spending equal time with all customers and prospects. They should be spending more time with the more profitable and strategic accounts that present more opportunity, and less time with the ones that don't offer the same amount. Managers should help salespeople maximize their time and suggest to them when an account needs to be contacted less often.