This Bad Habit Keeps Your “Average Reps” Below Quota

- Return on investment (ROI)
- The buyer’s business challenges
- The buyer’s business environment
- The buyer’s decision-making ecosystem
- Ongoing support and project implementation
- Value-related topics (as opposed to feature-related topics – they sell the hole, not the drill)

Making the Transition from One to the Other
Fortunately, there’s more to the story. In this study, we tracked each reps’ rank-order on their team in terms of performance. Who was #1 on the team? Who was in 2nd place, 3rd place, etc.? We also kept track of movement up and down the leaderboard. What were the commonalities of reps that moved up from 5th place to 4th place, or from 8th place to 6th place, for example? There are many factors that influenced this. But the most glaring commonality was this: Reps that moved up in rankings transitioned from being “feature heavy” to “business- and value-heavy.” Reps that did not move up the rankings, stayed “feature heavy.”