It’s easy, rewarding, and exciting to coach A players. As Selling Power points out, “In sales, A players typically attract a disproportionate percentage of management attention, incentives, resources and pats on the back.” And yet, the success of your organization doesn’t depend on how you coach your top tier talent… Instead, your organization’s success rests on the quality of the strategies you use to coach and manage your B and C level performers. B players make up the middle 80% of your team, and these skilled individuals bring depth and stability to your company; slowly improving corporate performance and resilience. [...]