When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales enablement initiatives recognize there is a Pareto curve of successful people in the organization. However, the reality is that 10-20% of your sales team is probably making up 80% of your organization’s revenue. This is staggering.
Sales enablement is always looking to solve this problem, but it’s risky. Why? Your high flyers will always be high flyers. You can’t bottle what they’re doing, but what if they leave the company? You’re left with gaping holes in your business.
Great sales enablement leaders recognize that if only 10-20% of reps are crushing quota, you want to focus your efforts on shifting your core performers into top performers.
