14% of reps generate 80% of revenue (Ebsta and Pavilion).


When that few people carry the number, one resignation can cost you a quarter. That is a forecasting risk before it is a coaching problem.

Your reps have the same tools, the same product, and the same training. The gap between your top performers and everyone else keeps growing anyway. What your best reps do well lives in their heads, and most teams have never written it down or taught it to anyone.

Join Julie Thomas, President and CEO of ValueSelling Associates, for a working session on how to document what your top reps do instinctively and turn it into a standard the rest of the team can hit.

You will leave with a repeatable way to spot skill gaps, build structured learning for the middle 60% of your team, and track the behaviors that show up in the pipeline and quota attainment. That gives you a way to defend enablement spend in terms your CRO and CFO already trust.

Who it's for: sales and enablement leaders who have added every tool on the market and are now asking a harder question:

Why won't the gap close, and what will it take to move the reps in the middle?

Insights you'll walk away with:

  • Why more software stopped improving win rates, quota attainment, and cycle times
  • How to document what your top reps do and define "what good looks like" for the whole team
  • A repeatable way to turn that definition into a standard every rep can follow
  • How to get new behaviors to survive the drop-off that follows most training
  • Which behaviors predict revenue, and how to track them in the CRM you already use
Turn your best reps into your whole team's standard.

Online | Date: August 11 | Time: 12pm ET / 5pm BST / 9am PT

Sign up and solve pain points like:

Your tech stack keeps growing. Your numbers keep slipping. You have added tools, platforms, and AI, and win rates, quota attainment, and cycle times have kept sliding. This session covers what changes rep performance when more software doesn't.

Your forecast depends on a few names. A small group carries the number. Their judgment sits in their heads, and there is no reliable way to pass it to the rest of the team. One departure and the quarter is exposed. Learn how to turn that individual skill into something the whole team can repeat.

Coaching is guesswork without a shared definition of good. When no one agrees on what top performance looks like, managers coach by instinct, and training doesn't hold. Leave with a framework for naming and scaling the behaviors that produce results.

AI helped your best reps and left the rest further behind. Only the reps who already had the right habits turned AI into real productivity. Learn what that means for where you spend your enablement budget and how to close the gap before the next tool widens it.

You are under pressure to prove enablement's impact. Leadership wants enablement to show up in the pipeline and attainment. Learn how to track the behaviors that lead to revenue and connect them to the outcomes your executives already watch.

Meet the expert

Julie Thomas, President and CEO, ValueSelling Associates

Author, speaker, and CEO of ValueSelling Associates, Inc., Julie Thomas works with revenue leaders to help them realize sales results they never thought possible. A longtime industry leader with deep sales leadership and enablement expertise, her company consistently earns top recognition as a leading provider of sales training, coaching services, and toolsets. Julie is passionate about guiding revenue organizations through uncertainty, helping them build resilient, engaged teams that drive predictable, sustainable results.