Restructuring your sales process is only the right answer when the problem is systemic — and most IT sales managers make the mistake of retooling the process when they actually have a people problem, or vice versa.

The rule of thirds gives sales leaders a clear diagnostic: if more than one-third of your staff is underperforming, you have a process problem. Less than that? It’s a people problem. They require completely different solutions.

Most useful for IT sales managers, sales directors, and VP Sales facing persistent underperformance across their team.