The Olympics are a perfect venue for identifying top performers. People compete against each other (usually on an even playing field) to see who is the best. Medals are awarded to those with the best result for that particular day. How hard someone worked or how he or she performed in the past is irrelevant.

You would think that identifying top sales performers would be a no-brainer - those with the best results are the top performers. This is mostly correct - quantitative measures should be a large factor in identifying top performers.
In my many years of consulting to sales organizations, I have been fortunate to meet many top performers. These sales people always make their numbers, have great sales and client management skills, and are thought leaders and mentors. I have also been introduced to others identified as top performers, but after getting to know them, realized they didn't have a clue.

How could such a disconnect happen? Further investigation would usually lead to one or more of the following scenarios:

·     Rep has a great territory and is primarily an order taker

·     Rep had one huge deal that skewed their number. Typically not the person driving the deal but gets credit for riding someone else's coattails.

·     Been around for a long time and living off past glory

·     Right place, right time. Demand so strong anyone with a pulse could be successful

Sales reps know the players from the posers. Nothing pisses them off more than seeing a poser get non-deserved credits and accolades.  Along with looking at sales results, sales leaders must also consider qualitative measures (sales and client skills, thought leadership, contribution to team, etc) before anointing someone a top performer.