1. Some of my salespeople tend to make excuses instead of making sales calls.

2. Some of my salespeople tend to spend too much time in the office planning and preparing and not enough time prospecting.

3. Some of my salespeople regularly fail to ask for referrals from their current customers and other contacts in the community.

4. Some of my salespeople avoid using the telephone to prospect, and become distressed when they are pushed to do so.

5. Some of my salespeople tend to avoid sales-producing activities and substitute non-sales producing activities they are comfortable with, instead.

6. Some of my salespeople fail to contact important decision-makers and influential people such as upper level managers and financially successful people.

7. Some of my salespeople seem permanently stuck at a certain level of sales activity and results that are beneath their skill level and the potential in their territory.

8. Some of my salespeople do not generate enough consistent sales activity despite being provided with additional resources such as interpersonal "DISC" training, "target" marketing programs, expensive sales training, and highly paid motivational speakers.

9. Some of my salespeople seem to prefer spending time listening to "motivational" tapes or CD's, reading "inspirational" books, and talking about success, than they do finding and selling new business that would make them actually successful.

10. Our salespeople spend way too much time in meetings and it is often more important for them to act in accordance with our company's "image" than it is for them to effectively prospect for and sell new business.