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.
- 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!
- 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.”
- Following a Formal Sales Process
Every sale is a “gut feel” adventure. Consistency? That’s for tax preparers and accountants.
- Asking for Referrals
They have amazing relationships but never turn them into introductions. “Feels too transactional.” “I don’t want to appear desperate.”
- 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.
- Collaborating with Inside Sales or SDRs
“Oh, they don’t understand what it’s like out in the field.” Classic allergy to teamwork.
- Holding Themselves Accountable
They dread weekly check-ins. “I’ve been out building relationships!” (with little to show in the pipeline).
- 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!”
- 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.
- 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
