Whenever I do sales and telemarketing coaching, one of the first questions I ask is who is your top seller, what is he or she earning, and who is in second place?

Invariably, there is one lead dog, and the rest of the pack lags far behind her.

To me, this is a dangerous situation.

What happens if she leaves, is stricken by illness, or is otherwise incapacitated? Your sales will plummet, overall, and you won