Sales talent for a long time has been broken up into three groups: A-players, B-players and C-players. Everyone loves the A-players — they’re the ones who bring home the bacon, after all. The B-players show promise and, with the right training and motivation, could become A-players. The C-players? Well the less said, the better. This simplistic method of segmenting a sales force has worked for decades, but it dates to an earlier era when the sales process was much simpler. We’re not in that era any more — and the A-B-C method of understanding salespeople is breaking down.