It's Not How Good You Are, Its How Good You Want to Be: The by Paul Arden

By Paul Arden

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You have to pay for the best, but pay does not mean salary alone. Training classes, performance bonuses, and higher commissions on high-margin items all count. If your choice is ten normally compensated salespeople or eight superstars, take the eight. Keep the bar high, and always reset the bar. Remember, a sales-superstar’s job is to do the impossible; a manager’s is too. ” You give them quotas, territories, good products and services to sell, competitive pricing, leads, and pretty good management.

They have their territory, their customers, their quotas, and their relationships. If they perform and make their numbers, just leave them alone. Really? In fact, when I asked managers to list mistakes they have made over their career, this was the second most common one they reported. It’s not a battle over who has ownership of territory, customers, or quota. What is it then? It’s the 20 percent gap. The Law of the A Player: A players take one year to learn, one year to master, then one year to get bored and look for something else to do.

Now, the square root of 2,751? Wow, that’s a tough one. Where’s that calculator? Maybe you should just answer the 1+2 question and move on to 1+3 and even 1+4 in a bit. Top performers demand that you be at the top of your game and that you’re not just regurgitating what you already know, what you have told others, or what you personally did years ago. It’s time to get your A players to A+ status. That is where you should spend your time. B AND C PLAYERS WANT TO PERFORM LIKE A PLAYERS Now here is an interesting idea.

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