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Sales Performance Gap: The #1 Reason VPs of Sales Miss Their Revenue Targets

Maybe your first thought was a dearth of decent leads. Or, general all-around inefficiency or ineffectiveness. Think again. The key reason teams miss their quotas is the sales performance gap. As you know, we can map a sales team’s performance onto a bell curve. The sales performance gap is what separates the top 20% — the high performers — from the rest of the pack. These superstars are the ones who outpace their peers in all the important performance metrics. But here’s the kicker. In most…