"What's differentiates the great ones? What makes some people superstars, while most of their peers hover near the mediocre middle? It's not too hard to pinpoint the difference between average performers and poor ones. Easy to spot skills like work habits, product knowledge, communication style and use of sales tools, are all indicators of general competence. The challenge for most organizations is not determining the difference between good and bad; it's discerning the difference between good and great. Why are some sales people superstars, while other people in the same situation, selling the same stuff to the same customers experience a much lower rate of success?"