Did you know that less than half of young adults believe they control the direction of their own lives (Cigna, 2023)? And in sales, it’s even more miserable: only 28-39% of reps are expected to hit quota (Salesforce, RepVue). The company quota, not their personal goal!

Life as an “NPC” is real and heartbreaking to see. I spoke to a Rep a couple of weeks back, struggling to earn the income they need for the first house with their partner. Worried that AI is gobbling up salespeople starting with SMB, then mid-market and then lower enterprise. Never had a leader they brag about or a foundation to become a RainMaker and do not have fun in their work.

They were discouraged. Last year there was c. $100K difference in commission between him and the top rep. Over a decade that's a $1M+ assuming no progression in revenue responsibility. But the bigger cost that they will live and others will observe will be the rotting of their belief, the affect of reduced options because of finances and the effect that has on their relationships. It's sad to stay stuck as an NPC and never become the main character.

Research from Objective Management Group with data from more than 2 million salespeople is the best I've found: the top 10% outperform the bottom by 619% across 21 measurable competencies, from mindset and beliefs and skills. And 20% of salespeople already have the potential to join the top 10% with the necessary change in beliefs, thinking and behaviours. Who are they? Is it you? Someone you care about?

If you are happy being an NPC (Non-Participating Character), thanks for stopping by. If you wonder if you could become the main character, Elliott and I have compiled a few questions about some of the obstacles that you may be facing. Contact us.