Beware the Golden Handcuffs

The best are driving over half your revenues. Do you want more of them?
As we comb through the data of the 2018 Sales Talent Study, one of the more alarming statistics was the vulnerability sales organizations have when it comes to their top performers.
For years, our data has shown that the top 20% of a sales team contributes over half (54% in the recent World-Class Sales Practices Study) of the revenues. Yet, even with such a high reliance on such a small group of people, less than one-third of sales organizations conduct assessments to build a firm, and measurable, handle on what makes their best so successful.
The result is that many organizations live in fear of losing their best performers. And, many sales managers feel like their top salespeople have them in “golden handcuffs.” How many times have you heard a sales leader say that, “You don’t coach or manage