8. Using Poor Qualification Methods

As opportunities present themselves, how do your salespeople qualify them? It is important to pick the right accounts in order to spend your time wisely.

Salespeople who have the right steps and best practices in mind are more likely to be successful, but salespeople need to be able to assess whether taking the next step is worth the time.

"There is nothing so useless as doing efficiently that which should not be done at all." -- Peter Drucker, leader and educator who has been called "the founder of modern management"