A sales team typically consists of a few leaders and lots of followers. So does a ranch, where the herd follows along behind the one cow with a bell around its neck.
Many salespeople, especially those with less experience, emulate the example of the bell cows on your sales team. If one of your bell cows is a senior sales rep stuck in a rut, you must act to improve the situation! Otherwise, everyone else will follow the bell cow’s meandering pace.
