All reps are confronted with obstacles as they work to achieve their sales goals. Sometimes they come in the form of a major competitor introducing an innovative new product. Sometimes they stem from an internal change like a territory being split into two. Sometimes they may be self-inflicted like a lack of focus leading to a drop in sales activity numbers. Regardless of what created the obstacle, when it does arise, reps may be tempted to use it as an excuse for not hitting their sales number. As sales managers, the question is "will we let them?"