Report: Sales Teams Focus on Extremes, Missing Potential in Middle Performers
New analysis from SalesScreen reveals that sales organizations often focus on their top and bottom performers, overlooking significant growth potential within the middle 60% of their sales teams. Improving this segment can drive substantial revenue increases.
SalesScreen, an AI-powered sales performance and gamification platform, has released its "The Sales Performance Gap Report," an analysis of sales underperformance based on its platform data. The report indicates a common business practice of concentrating efforts on either the highest or lowest performing sales individuals.
However, the data suggests that the most significant opportunity for sales growth lies not with struggling sellers or top achievers, but within the middle 60% of the sales force who are operating below their full potential. Addressing this untapped capacity is identified as a key lever for organizational success.
Companies that successfully bridge this performance gap see notable improvements. The report highlights that key performance indicators (KPIs) for these middle-tier performers can rise by an average of 61%. This uplift translates directly into overall sales revenue growth, with an average increase of 30% observed.
The findings urge businesses to re-evaluate their sales development strategies. By shifting focus and resources to empower and improve the performance of their average sellers, companies can unlock substantial gains and more reliably meet quarterly targets.