But the differences between A's and B's can be enormous. In some industries, a top sales manager's team can produce four to five times as much revenue as a mediocre sales manager's team. A top salesperson can out produce an average salesperson by even more. Consider your own company. If only 25% more of your salespeople were "A's", how might it have changed your numbers last year? How much will settling for too many B and C players cost you this year?