Sales Leadership & Management Show - For B2B Sales Leaders THE #1 THING YOU CAN DO TO GET YOUR TEAM OUT OF THE B-PLAYER TRAP
Jan 2, 2026
Discover surprising insights from a LinkedIn poll on self-identification among sales reps. Explore Price's Law and why genuine A players are rare in teams. Dive into the Dunning-Kruger effect, revealing how overconfidence impacts accountability. Learn how to identify A, B, and C player behaviors in training sessions. Uncover exercises that help define A-player moments in calls and demos. Plus, get tips on fostering a reflective team culture that ties skill improvement to income potential.
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Overconfidence Masks True Sales Ability
- Many reps overrate themselves due to Dunning-Kruger and past successes masking true skill gaps.
- This overconfidence hides responsibility and prevents growth, harming team performance.
Performance Concentrates In Few Reps
- Price's Law predicts only a small fraction of reps produce most revenue, similar to Pareto but more precise.
- Expect roughly the square root of your headcount to be the high performers driving half the results.
Sales Is A Performance Craft
- Sales is a performance profession where execution and delivery matter more than raw knowledge.
- How well reps apply skills in real conversations determines outcomes, not just what they know.