Your salesforce may be entitled to 70% more revenue than it's currently getting each period. That could be a 280% increase to P&L profit.

Normally a salesforce's top 20% performing sales people/managers are producing significantly higher revenue, forecast accuracy, and customer relationship quality than the rest. 

Their top performing capability is currently residing within the sales operation. Their company is paying for it. But very few companies effectively capture and spread those best methods across the whole salesforce.

Imagine if your sales operation did just that -- what increase in revenue dollars,  would it be producing (at the same staffing)? 

What increases would it be attaining in predictability, customer relationship quality, level, retention, and expansion?

Scoping Your Salesforce's Entitled Performance and Results

In the chart, your salesforce's current best sales performers would rank in the upper levels of the dark bar with yellow stripes, poorest at its bottom, with the bulk of the salesforce bell-curving out at the bar's middle (at "Current Avg").  

Now, think of what your salesforce's actual revenue per-person range has been over the last 12 months, best-to-worst. Next, estimate its "current average" annual revenue per-person amount. (The graph could also represent "results" in customer relationship quality and forecast accuracy).

As a group, your top 20% performers execute at a significantly higher productivity level. It's as if your top 20% are using giant combines to harvest the wheat fields, while the 60% midsection manually wield swing blades and sickles, and the lowest 20% are out cutting stalks with their pocket knives and fingernails. 

Question: If you were to equip everyone with those top 20%ers' combines, how much higher might it raise the whole salesforce's average annual revenue per-person amount? 

Answers typically range "40-70% higher" average revenue production per person. What's your estimate? Then multiply that by 4 to estimate the potential %increase in P&L profit. About how much total revenue would your whole salesforce produce performing at its entitled average performance level? 

The chart's solid yellow bar depicts your salesforce operating on its "Entitled Avg" performance level. All the required practices, processes, execution, and coaching components of your best performers are currently residing (here and there) within your operation. They are literally in-house! -- although perhaps not yet effectively mapped together and shared across the sales force. 

And so, neither are they being specifically coached and reinforced well. Nor are they being rapidly streamlined, upgraded, and consistently adapted to competitive, marketplace, technological, strategic, and product changes that are impacting ability to sell, predict, grow. 

However, since you do "have" them in your ranks and are paying for them, your company, employees, customers, partners, and stakeholders are all entitled to that best level of performance. They are entitled to be  enjoying the greater results, success record, growth, professional credentials, predictability, certainty and enjoyment -- to the VALUE operating on that level produces. 

          . . . Teamwork vs. Free Lance