Hi urvi - by looking at what those reps are doing and where the metrics vary (ex: conversion at a certain stage, closing ratio, avg sales cycle, etc)
Then actually understanding why. This involves listening to calls to see if it’s a skill difference from the rest of the team, and asking that person how they work.
For example, if their avg sales cycle is shorter, why? Do they book a next step when others don’t? Do they start proposals or follow-up emails with a template, so they get back to prospects faster?
Once you’ve done a full analysis, you can copy what’s working that can be applied to the rest of the team
