Struggling with a 60% B-player sales team? Learn how top Sales Directors transform mid-performers into quota-crushers without micromanaging.
You probably recognise this pattern: You have 10 A-players who consistently crush their quotas. Another 40 B-players who are solid but frustratingly inconsistent. And 10 struggling reps who keep you up at night.
Sound familiar? You're not alone.
According to Gallup's 2024 State of the Workplace Report, 77% of employees are disengaged. For Sales Directors managing teams of 25+ reps, this translates into a massive performance distribution problem that directly impacts revenue.
The real question isn't whether you have this problem, it's what you're going to do about it.
Here's the uncomfortable truth: Your B-players aren't performing at their peak not because they lack talent, but because they lack something your A-players have naturally figured out.
Your top performers have developed habits and behaviors that B-players can't see. They make 100 calls before lunch. They follow up within 5 minutes. They prospect consistently even after a big win.
Your B-players? They have no blueprint to follow.
A-players are intrinsically motivated. They feed off competition and recognition. Your B-players need external motivation, but you can't be everywhere at once, running contests, tracking activities, and celebrating wins manually.
By the time you review their CRM data in your weekly 1-on-1, it's too late. The behaviors that matter happened (or didn't happen) days ago. They need immediate feedback loops, not backward-looking dashboards.
Most Sales Directors try to solve this by doing more: More pipeline reviews. More coaching sessions. More manual tracking of activities.
The result? You spend 3 hours per day pulling reports instead of coaching. Your team feels micromanaged. And the B-players still don't improve.
There has to be a better way.
What if your B-players could see exactly what your A-players do differently—in real time?
What if motivation and recognition happened automatically, 24/7, without you lifting a finger?
What if healthy competition created a self-perpetuating culture of excellence?
This isn't theory. Sales Directors at companies like yours are using performance gamification to achieve:
Your A-players already know the formula. The key is making it visible to everyone else.
When B-players can see:
...they finally understand what "good" looks like. Not from a training deck, from real, live performance happening right now.
Result: B-players start copying A-player behaviours automatically.
Stop running contests manually. Stop tracking spreadsheets. Ditch the whiteboard leaderboard (if you have one) Stop being the only source of recognition.
Automated gamification means:
Result: Your team stays motivated Monday through Friday, not just during end-of-month pushes.
When you combine clear visibility with automated motivation, something magical happens:
Your B-players feel seen. They know exactly what to do. They're getting recognized for progress, not just outcomes. And they start competing, not against each other, but against their own previous best results. Like an athlete competing for a gold medal against other athletes, and their personal best.
Result: Your entire performance curve shifts upward. More A-players. Fewer C-players. Predictable KPI gains. Better forecast accuracy.
"I got 15 hours per week back."
"I was spending 3 hours a day pulling reports, tracking contests, and motivating my sales reps manually. Now it's automated. My team is more engaged than ever, and I'm spending my time coaching instead of administering."
"We finally cracked the code on building a scalable high-performance culture."
"As we scaled from 30 to 80 reps, our culture was breaking. Manual recognition and in-person motivation didn't scale. Automated gamification created a self-perpetuating culture of excellence that works whether I'm in the office or not."
Let's do the math:
Scenario: You have 50 sales reps with an average quota of £500K annually.
If you increase performance by just 10% across your B-players (40 reps):
Even if you only improve performance by 5%, you're looking at a 7,575% ROI.
Can you afford NOT to invest in turning your B-players into A-players?
The beauty of modern performance gamification is the speed of implementation:
Week 1: 3-step setup
Week 2-4: Early wins appear
Day 30: Measurable results
No months-long implementations, dedicated resources or disruption involved.
You should book a demo if:
If you checked 3+ boxes, you're leaving millions in revenue on the table.
"What if my B-players could perform like my A-players?"
Think about it:
Now imagine closing that gap by just 10-20%. Imagine forecast accuracy jumping from 65% to 90%+. Imagine presenting those results to your board.
That's what happens when you turn B-players into A-players.
Stop accepting mediocre performance from talented reps. Stop spending hours manually tracking activities. Stop losing winnable deals because your B-players didn't take consistent action.
See how top Sales Directors are transforming their teams:
👉 Book a 20-minute demo. See exactly how performance gamification turns B-players into A-players.
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