Lack of leadership. Salespeople want to follow a leader with a plan. Unfilled promises to salesperson about money or process. If you promise a salesperson something about money, deliver on time or lose. The inability for salespeople to have their promises fulfilled to their customers.
Salespeople take their promises seriously.
They take it personally when their hard work to make a sale is destroyed by an unfulfilled promise. Poor service after the sale. Eliminates referrals, makes the salesperson look bad, reduces pride, causes belief in the company or product to diminish. Inability of product to perform to claims. Your salespeople must develop a belief system around a product, or it can't be sold.