u/GuyMcFellow

Reps that crush it on a regular basis end up losing HOURS per week to building slide decks for internal deal review purposes (MEDDIC, MEDDPIC, etc.). And arguably, given their great performance, that time would be better spent letting them do what they do best...selling and spending time with customers.

If those top performing reps suddenly struggle to sell and hit numbers, regardless of their track record, then they also need to do regular deal reviews and MEDDPIC readouts.

You might say "well...they can spend time on these deal review activities in the evenings and make their days about customer-focused time". But my view is that reps that tend to crush it year after year are already spending evening time handling customer issues, following up, and planning their next day.