Strart when I had only field sellers,I maintained a sales ladder, ranking the sales people from number (most sales during the year) on down the ladder (least annual sales). As I did the ranking over the years, I noticed an interesting trend. It was as if we had two classes of sellers. First, there were always three sales people who outsold the rest of the company, year in and year out. And then there were the rest of the sales people. The difference between the top three and the remaining ones was considerable. It was as if only these three sellers could be a the top of the list. The order of the three top performers would change from year to year, it was as if there were an elite club with a membership limited to these three selling superstars.