If you ask any salesperson, executive or sales leader what they want to have more of, they will tell you that they want to accelerate - sale cycles, share growth, revenue velocity and more. Speed of execution is a priority.

Based on my experience of working with hundreds of sales teams, the most significant barrier to superior execution and results in any organization or salesforce is chronic inconsistency—the variation in performance between geos, offices, teams and between leaders and salespeople on the same team.

The challenge then, is to be able to identify and then prioritize the few key distinctions that separate the top performing locations, offices, leaders and people from the average.

And then focusing your development efforts on getting the B performers to adopt the behaviours of A players (as they will make up approximately 60% of your organization).

Doing so will “move the middle” and yield the greatest return for your organization - not just incremental results. It creates breakthrough and transformational results.

If you’ve been struggling to identify what separates your top from your average performers for more than 30 days, it’s time to get outside help. Give me a call.