Tuesday, July 8th, 2025

Beyond the Silver Medal

How the cultural context reshapes sales motivation and performance across the globe. When cultural values collide with sales psychology The silver medal syndrome – where sales representatives achieving 90–99% of quota become trapped in counterfactual thinking about their near-miss performance – represents just one facet of a much larger, more complex phenomenon. While Western research has established that bronze medallists… 

Tuesday, July 8th, 2025

Silver Medal Syndrome

Why your best sales reps are leaving and what you can do about it. Sales leaders across industries are grappling with a hidden crisis that defies conventional wisdom: their highest-potential performers are walking out the door at alarming rates. New research reveals that sales representatives achieving 90-99% of quota demonstrate 60% higher turnover rates than those exceeding targets, despite delivering…