In every office there seems to be a few sales people who always outsell the group, the middle earners who make up the largest part of the team and one or two who struggle. In order to maximize results for the overall team, the key is to figure out a way to motivate every sales person to aspire to something incrementally more than their current situation, or view of what they deem possible.
Instead of merely rewarding the top earners over and over, it is important to find....