been assigned. They take the time to analyze their accounts as A, B or C accounts (typically 5:5:10 accounts). They know that the A accounts are the ones that are going to help them make and exceed their sales quota each and every year. These quite often are the accounts that don’t like to talk to them, they are difficult to deal with, but they are also the ones with the most upside potential. They spend about 50% of their time with these A accounts. There are many bad sales habits that separate the all star sales representatives from the amateur sales representative. These habits also likely make the difference of tens of thousands of dollars a year in commissions for the all star as compared to the amateur. The following are the bad sales habits that I have seen many sales people employ:

1) Chasing the wrong customers. Quite simply put this is the biggest mistake that most sales people make. They chase every customer in their sight. You know the routine, at every sales meeting they are asking for a new list of customers or complaining that the customers they have are not good, they received the territory with the short end of the stick so to speak. These people will say things like; anyone with money is a client, everyone needs my services or I can close anyone. The amateur sales rep looks like the following part in my company.

Each of us has been assigned between 20 and 25 accounts, the amateurs spin through those 25 accounts without doing much research. They will say things like, they have been assigned to me so off I go to see them and they must need our products. They waste their time with customers that “like” them, however they never buy (after all it is much easier to spend time talking to people who actually like you isn’t it?). They do not spend anytime differentiating their customers (even though they have taken the sales training that tells them how to do it) and they think each customer has the potential to spend the same amount as the rest. This is in stark contrast to the professional sales reps in our company.

The ones that earn the top dollars every year and get to go on the Presidents Club trip each year. These professionals take the time to do an analysis of the accounts that they have been assigned. They take the time to analyze their accounts as A, B or C accounts (typically 5:5:10 accounts). They know that the A accounts are the ones that are going to help them make and exceed their sales quota each and every year. These quite often are the accounts that don’t like to talk to them, they are difficult to deal with, but they are also the ones with the most upside potential. They spend about 50% of their time with these A accounts.

most sales people make. They chase every customer in their sight. You know the routine, at every sales meeting they are asking for a new list of customers or complaining that the customers they have are not good, they received the territory with the short end of the stick so to speak. These people will say things like; anyone with money is a client, everyone needs my services or I can close anyone. The amateur sales rep looks like the following part in my company.

Each of us has been assigned between 20 and 25 accounts, the amateurs spin through those 25 accounts without doing much research. They will say things like, they have been assigned to me so off I go to see them and they must need our products. They waste their time with customers that “like” them, however they never buy (after all it is much easier to spend time talking to people who actually like you isn’t it?). They do not spend anytime differentiating their customers (even though they have taken the sales training that tells them how to do it) and they think each customer has the potential to spend the same amount as the rest. This is in stark contrast to the professional sales reps in our company.

The ones that earn the top dollars every year and get to go on the Presidents Club trip each year. These professionals take the time to do an analysis of the accounts that they have been assigned. They take the time to analyze their accounts as A, B or C accounts (typically 5:5:10 accounts). They know that the A accounts are the ones that are going to help them make and exceed their sales quota each and every year. These quite often are the accounts that don’t like to talk to them, they are difficult to deal with, but they are also the ones with the most upside potential. They spend about 50% of their time with these A accounts.

my company.

Each of us has been assigned between 20 and 25 accounts, the amateurs spin through those 25 accounts without doing much research. They will say things like, they have been assigned to me so off I go to see them and they must need our products. They waste their time with customers that “like” them, however they never buy (after all it is much easier to spend time talking to people who actually like you isn’t it?). They do not spend anytime differentiating their customers (even though they have taken the sales training that tells them how to do it) and they think each customer has the potential to spend the same amount as the rest. This is in stark contrast to the professional sales reps in our company.

The ones that earn the top dollars every year and get to go on the Presidents Club trip each year. These professionals take the time to do an analysis of the accounts that they have been assigned. They take the time to analyze their accounts as A, B or C accounts (typically 5:5:10 accounts). They know that the A accounts are the ones that are going to help them make and exceed their sales quota each and every year. These quite often are the accounts that don’t like to talk to them, they are difficult to deal with, but they are also the ones with the most upside potential. They spend about 50% of their time with these A accounts.

me differentiating their customers (even though they have taken the sales training that tells them how to do it) and they think each customer has the potential to spend the same amount as the rest. This is in stark contrast to the professional sales reps in our company.

The ones that earn the top dollars every year and get to go on the Presidents Club trip each year. These professionals take the time to do an analysis of the accounts that they have been assigned. They take the time to analyze their accounts as A, B or C accounts (typically 5:5:10 accounts). They know that the A accounts are the ones that are going to help them make and exceed their sales quota each and every year. These quite often are the accounts that don’t like to talk to them, they are difficult to deal with, but they are also the ones with the most upside potential. They spend about 50% of their time with these A accounts.

been assigned. They take the time to analyze their accounts as A, B or C accounts (typically 5:5:10 accounts). They know that the A accounts are the ones that are going to help them make and exceed their sales quota each and every year. These quite often are the accounts that don’t like to talk to them, they are difficult to deal with, but they are also the ones with the most upside potential. They spend about 50% of their time with these A accounts. The B accounts are the accounts that like our company, they like to talk to us, but there is one big difference between these and the accounts that the amateurs talk to all the time, they have the opportunity to buy more than they currently do.

They do not have the same upside as the A accounts, but they have upside all the same. The professional sales rep will spend about 30 to 40% of their time with B accounts. The C accounts, while the professionals don’t spend a lot of time with them (between 10 and 20% of their time). They don’t neglect them, but they spend only the amount of time that they need with them, enough time to keep them happy and keep them buying (quite often that is 1 or 2 phone calls and 1 visit per quarter).

2) Spending too much time doing things that don’t pay. The amateur sales reps in our company are usually easy to spot by the activities that you observe them spending their time on daily. They spend their time doing things that don’t pay them (or the company money). They are answering emails, that don’t need to be answered. They respond instantly to every survey the company sends out asking how to do things better. They spend too much time focusing on how the tools that the company gives us to do our job don’t function well and don’t help them solve their problems. They will spend hours working with the Sales Op group trying to fix the tools.

They spend so much time focusing on their C accounts and why they can’t get them to purchase more of our products. The professional sales reps in our company in contrast spend their time on high value added activities. They spend time working with their teams, setting strategies on new things that they can try. They are always looking for ways to get their A accounts to buy from us f