12. Ignoring Blind Spots/Clinging To Assumptions

Avoid all assumptions. Don't assume that your salespeople are effective just because they met their goals. You shouldn't assume that will continue. At the same time, don't assume the salespeople who don't meet a goal are ineffective and don't care. Ask questions to find accurate information.

While management should ask salespeople questions, management should also teach salespeople how to ask customers better questions early in conversations, in order to lead to better relationships and closed deals.