Exemplary performers and Portfolios
Over the last twenty years and across many borders and sectors, a common lament we hear from sales leaders goes:
“It is a mystery to us why some of our salespeople perform at a much higher level than others. They look similar on paper, go through the same training, report to the same managers, have the same incentives, yet some excel and others don’t. We just don’t know why.”
Then, they will complete their thought by observing that if they could solve the mystery and raise the performance of more typical salespeople, they would easily meet, and likely surpass, their business goals.