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ALL SALESPEOPLE ARE NOT CREATED EQUAL!

Do you ever wonder why your sales teams always seem to have so few ‘star’ performers?

All Your Salespeople Are Stars, Right?

If you manage a sales team then you no doubt have a small percentage of ‘stars’ – the top producers who deliver dramatically more than anyone else on the team, right?

At the other end of the spectrum you have  a small percentage (hopefully)  of people who are the polar opposite of your stars.  These ‘bottom performers’ distinguish themselves only by the fact that they produce so much less than anyone else on the team.

Then, finally, you’ve got a large group in the middle who are, well, average – neither producing as much as your stars or as little as the folks at the other extreme.  These people in the middle are good enough that you’d be upset to lose one of them, but not good enough that they ever really have the same impact on your business as your stars.

If this sounds anything like your team (and if you do the numbers honestly you’ll find it does!) then don’t worry: it’s not unusual. Continue reading “ALL SALESPEOPLE ARE NOT CREATED EQUAL!” »