When was the last time you examined where you're focusing your coaching efforts as a sales leader? If you're like most of us, you're probably gravitating toward your superstars or your struggling performers—but as Angela Baker reveals, that's leaving your biggest opportunity untapped.

Angela Baker, VP of Sales at Perceptix, shares a transformative framework that's reshaping how forward-thinking sales leaders approach team development. The 70-20-10 model suggests that while we naturally gravitate toward top performers (20%) or struggling reps (10%), the real magic happens when we concentrate on developing the middle performers (70%) who have untapped potential.

Other Key Takeaways:

• More reps doesn't equal more pipeline - scale your sales team slowly and ensure current reps are hitting targets before expanding
• Consistent prospecting is critical - reps must take ownership of building their own pipeline rather than relying solely on inbound leads
• Preventing burnout requires embedding wellness into daily work routines, especially for remote teams
• Leadership development should include identifying future leaders and creating opportunities for them to mentor others

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