Najah Al Mabiaat, Hardcover Book, By: Brian Tracy

One of the most important discoveries about human performance in the twentieth century is that top performers in every area, including sales, are slightly better than their peers at certain pivotal points. This small difference in performance is known as the "winning advantage". The best employees in each field gain the winning advantages in those areas, and as a result they achieve exceptional performance and returns. The best analogy, in my opinion, to explain this concept is horse racing; In it, the horse that arrives first, even if by an inch, receives a financial prize ten times greater than the prize of the horse that arrives second by an inch. Is the horse that arrived first by an inch better and ten times faster than the horse that arrived second? Is the winning horse 10% faster than the losing horse? of course not; The difference in velocity between the horse that wins first place, and the horse that follows it is only that distance of an inch. When judging the race by means of photography, this difference can be estimated at only 8 centimeters. The sales employee who completes the sale for his company gets 100% of the deal and 100% of the commission; Is the salesperson who makes the sale twice as efficient as the employee who was unable to complete it? The difference between the best performers and the lowest performers is always very small, often represented by marginal differences in skills and abilities.