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How to Close the Skill Gap among Sales Reps


Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the “best of the best” each and every time. Sales teams reflect this. Around 15 percent of a sales team consists of the high achievers and overperformers. Another 15 percent will fall at the other end of the spectrum. The majority of salespeople, about 70 percent of the team, are core performers.