KC I would start by waiting until after you have ACTUALLY modeled precisely what your top sales person does that separates them from everyone on your salesteam. The difference that makes the difference for them when influencing prospects? their Belief about sales? evidence in their behavior of consistent usage of: any analogue marking? prospectss metaprograms over a series of calls? anchoring prospects using tonality, physiology, hand gestures? other?? language pattern? crossover rapport?ALL these things?? Of course you'll need to accompany them on MANY sales calls to spot this stuff. I know of an NLP trained sales trainer who's done this project before and the conclusion makes for a fascinating read. Jim r