Yet the growth will have to come from somewhere. Jack wants to make the quota allocations fari, and he knows that growth opportunity is greater in some territories than in others. He identifies some large accounts that, in his mind, have unrealized potential. But as he approaches his salespeople about growth opportunities at these accounts, all he gets are excuses. “I can’t increase sales at ABC. The buyers just signed a long-term contract with a competitor, and they won’t even talk to me, “says one salesperson. “I can’t sell anymore to XYZ because we’ve already maxed out the potential, “says another. The list of excuses grows as Jack approaches each of his salespeople.