Outside Salesperson Allergies

Outside Salesperson Allergies: The Things They Just Can’t (or Won’t) Do

Salespeople are the lifeblood of revenue growth—but even the best ones have their “allergies.” These are the expectations, best practices, and responsibilities that they know they should do… but for some reason, they resist them like pollen in springtime.

Let’s take a closer look at the most common allergic reactions of outside salespeople.
Fair warning: this list might hit close to home.

These reps thrive on freedom, relationships, and flexibility—but structure? Not so much.

  1. Entering Notes into the CRM
    The post-meeting haze kicks in. “I’ll remember the details,” they say… until they don’t.  My manager does not pay me to enter notes.  They pay me for results!
  1. Prepping for Appointments
    They glance at the prospect’s name five minutes before the meeting.  Skip any notes from the last meeting, because there are none.. “Let’s just have a conversation.”
  1. Following a Formal Sales Process
    Every sale is a “gut feel” adventure. Consistency? That’s for tax preparers and accountants.
  1. Asking for Referrals
    They have amazing relationships but never turn them into introductions. “Feels too transactional.” “I don’t want to appear desperate.”
  1. Scheduling Follow-Ups Immediately
    They’d rather “circle back, check in, or touch base – next week” than lock in a date and time with the prospect – on the spot.
  1. Collaborating with Inside Sales or SDRs
    “Oh, they don’t understand what it’s like out in the field.” Classic allergy to teamwork.
  1. Holding Themselves Accountable
    They dread weekly check-ins. “I’ve been out building relationships!” (with little to show in the pipeline).
  1. Using Sales Enablement Tools
    If it’s not in their phone or briefcase, it’s “too complicated.”  “I’m old school.  Just get me in front of them and I’ll sell them!”
  1. Preparing for the Meeting and Scripting the First 5 Minutes
    They believe in “reading the room,” even if it leads to going off the rails.
  1. Delivering Tough Truths to Clients
    They’d rather stay “likable” than challenge the buyer’s thinking—then wonder why deals stall. “They know more about the problem than I do.  They’ll do the right thing.”

🧪 Diagnosis: High Awareness, Low Compliance

These allergies aren’t fatal—but left untreated, they can slow progress, kill deals, and frustrate leaders and clients alike. Awareness is the first step. Treatment? That takes coaching, clarity, and commitment.

Respectfully Submitted,

Scott P. Plum, President
Minnesota Sales Institute, LLC
www.mnsales.com
(612) 789-5700

Stop Helping People!

This title causes most people to flinch and reread it.  They react with, “but that’s how I describe what I do.  I help people.  I help companies.”  I response with, “Stop it!“

What makes you think they want your help?  What makes you think they need your help?  Why not someone else?  Why now?

Helping people that don’t see a problem is being assumptive.  What upsets prospects the most is assumptive salespeople.  Don’t assume people have problems.  It is insulting.  They certainly don’t want other people pointing out their problems.  Especially a salesperson off the street, they never met.

Start working with people.  Get on the same side of the table with them and fight with them against a problem or towards a desired goal.  Here are three reasons why: [Read more…]

When They Say NO!

Most salespeople will admit they don’t like hearing a “No” from prospects during the sales process. There is a small sting of rejection that is hard to accept with a lingering sense of discouragement. This is not uncommon and if you feel this way, you are not alone. [Read more…]

Be a Problem Finder!

See, prospects are buying on value, not price. Salespeople think prospects are buying on price, so the right away selling on price, price, price, and then I go, who’s turning your product into a commodity? Me, the prospect you’re leading with price. So you’re telling me I should buy from them. So if somebody else comes in the door and they’re offering your same product for fifty cents less, you’re telling me I should buy it from them? [Read more…]

VIDEO: Growing Revenue and Increasing Profit


Presented a luncheon workshop on Tuesday, January 29, 2019
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Get Outside your Comfort Zone

In negotiation, the more information you have, the better position you’re in. The greater leverage. Same thing when it comes to sales. Prospects know this so they withhold information, don’t share it with the salesperson, and then they’re in control. The prospects are in control and the salesperson is scrambling. Because the first time they had a conversation with them, there wasn’t enough engagement.

Are Your Results Rewarding?

Are your actions rewarding? Are you moving ahead. Think about where you are and where you want to be. Are your actions taking you there? If not, what has to change? [Read more…]

When a Prospect Gets Upset

I’m curious. Tell me more. So then you know the salesperson that asks another question and listens for the right followup question, and here’s where these followup questions get more emotional and here’s where the salespeople start backing off. [Read more…]

You Can’t Do That!

http://www.mnsales.com – Watch me. That’s what a prospect is saying when a salesperson says you can’t do that. Or we share our product or service will ‘allow them to’…really, the prospect is saying. You are going to give me permission to do something I want. I need your approval to proceed. [Read more…]

Define: Value!

Value in one of three parts to this equation; Cost minus price equals value. Too often salespeople talk about price, without understanding the cost and consequences of inaction. What’s worst is prospects don’t know them either. Then salespeople talk about solutions. “We have the greatest products on earth,” when the need has not been defined, and the impact of inaction, has not yet been discovered. [Read more…]