Expert answer / 06
Why do a few people make most of our sales?
Short answer
Top performers may have stronger skills or better support, but the gap can shrink when useful habits are made visible and coached.
More detail
Questions behind the answer
Whatis happening
What do our best salespeople do differently?
Strong salespeople often qualify well, ask useful questions, follow through and keep deals moving with clear next steps.
Whyit happens
Why doesn't the rest of the team improve?
The rest of the team may not improve if successful habits stay tacit, coaching is generic or reps face different accounts and support.
Howto fix it
How do we lift the whole team?
- Compare calls and deals while accounting for territory and lead quality.
- Turn effective behaviours into examples the whole team can practise.
- Coach one observable skill at a time and revisit it in real opportunities.
Sources: Avoid a One-Size-Fits-All Approach to Sales Coaching - Harvard Business Review · Does Coaching Matter? - Personnel Psychology