You don’t have time for everyone on your team.
But you better make time for the right ones.
Enter: The Salesperson Value Equation
This formula from Mastering Inside Sales Leadership makes prioritizing your coaching time crystal clear:
Results + Effort ÷ PIA Factor = Salesperson Value
Yup. That’s PIA as in Pain In the… you know. Because you’re not just leading numbers, you’re leading humans with vibes, moods, and impact.
Let’s break it down:
- Results = Are they hitting their goal?
- Effort = Are they trying?
- PIA Factor = Are they draining the team or lifting it?
A high-performing rep with a sky-high PIA?
🎯 Might be costing your team more than you think.
A mid-performer who hustles and brings good energy?
🎯 That’s where your time pays off.
“One person’s attitude can shift a room. Not only does it affect how others show up — in some cases, it determines whether they want to come in at all.”
Leadership Action Step:
✅ Run the math.
✅ Assign a value to each rep (just the facts).
✅ Ask yourself: Am I spending my energy where it actually matters?
📘 This equation is one of many real-world tools in Mastering Inside Sales Leadership, coming January 8, 2026.
A smarter way to lead the team you’ve got – into the team you want.