A few weeks ago, I saw a ranking of sales representatives according to percentage of quota. I was happy to see that a number of reps I recruited in the last couple of years were near the top of the rankings.
And then, of course, there were reps who were below quota, some significantly. In a year like 2010, it would be easy to think that making quota was difficult given the economy. And, yet there were those who trumped the prevailing logic and grew their business substantially.
Looking at it from a 30,000 foot perspective, I wondered, what is the difference? Certainly everyone wants to be over 100 percent. They want to maximize their income. They want to succeed. They have similar training and the same products, so why the broad disparity in outcome?