Why Your Best Reps Are Quietly Coasting

Coaching time gets spent where it's most visible: on reps who are struggling. Top performers are left alone because they're hitting the number.

But "hitting the number" and "performing at ceiling" are different things. Left unchallenged, even strong reps plateau — and nobody notices because the quota is still being met.

The highest-leverage coaching conversation in most sales orgs is the one that almost never happens.