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8 Ways Why Salespeople Are In Comfort Zone | Sales Prospecting Management



Over time, it can become easy to get stuck in one of a number of comfort zones when it comes to behavior, performance, techniques, or attitudes. Let’s look at a few of the common ones to which many salespeople fall prey.

  1. Calling only on clients or customers that you like or that like you.

  2. Selling only the products or services you make the most money on, know the most about, or are easiest to sell.

  3. Slowing down your sales activities at certain times of the month or year.

  4. Adjusting your performance once you have exceeded your quota or your manager’s expectations.

  5. Avoiding new applications of your products or services.

  6. Spending too much time with customers with whom you have a lot in common despite their limited purchasing potential.

  7. Having non-productive routines that keep you away from the real role of selling.

  8. Spending too much time in after-sales service issues that keep you from selling more to new prospects.


List some of the areas in which you feel you are being locked in a comfort zone. After you have completed your personal list, answer the following:

  1. How long have you had this behavior or attitude?

  2. How is it sabotaging your sales success?

  3. If continued, how will it impact your career (in the short and the long term)?

  4. What can you do to change it?



Turn It Around

Be willing to try new and creative approaches to prospecting.

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