Move the Middle
Virtually every company can divide their sales force into a bell curve that resembles the golden child, middle child and the problem child. While middle children are often given the least amount of attention, these key members can play a huge role in growing sales.
Golden children are those in the top 20% and receive the most recognition from managers and executives.
Problem children are those in the bottom 20% that require training and coaching to meet their full potential.
Middle children are the average performers who meet their goals but are often not expected to reach the same numbers as top performers.
This brief eBook provides valuable insights on the important role mid-level performers have and how small improvements can generate big results.