complacency

Have you ever witnessed salespeople who go part of the way, but not all the way to get the business?  They make the call, but don’t convert the call?  They hold the first meeting, but walk away without traction?  They add a new opportunity to the pipeline, but don’t move it forward?  They do all of the right things, but with the wrong people? They qualify an opportunity, but don’t get any further?  They forecast an opportunity as closable, but it doesn’t close?  Those are all examples of salespeople with conditional commitment.  They do what it takes, but only when it’s comfortable for them.