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Organizations spend lots of time and resources trying to pick up their operational pace, in hopes of gaining a competitive edge. But when they work at warp speed, they end up lagging rivals in terms of strategy and performance.

From poor listening skills to the failure to follow up, salespeople offend potential customers in a variety of ways. Here's a chance for reps to take note of--and correct--the errors of their ways.

According to a recent survey, top executives are consistently underwhelmed by their companies' sales forces. What can executives do to improve their sales functions? Strive for a full spectrum of excellence.