Have you ever noticed that the hardest working salespeople don't always put up the best numbers? At my first sales job, I was always the first in the door and usually the last out. As a Sales Development Rep (making cold calls), I brought in the most leads every single month. After a promotion to Account Executive, I worked even harder. I worked longer hours and had a better win rate than the other AE, but somehow he consistently brought in 50% more revenue than me. After two months of struggling to meet quota, the other AE pulled me aside and explained exactly what I was doing wrong. I'm paraphrasing here: