Well, I don’t know what type of companies you’ve worked for, but my experience is that the smaller the company/startup, the more variance there is in their salesforce. They’ll have a couple of GREAT guys/gals, and they’ll also have a couple of real losers. Kind of goes with the territory.
The large IT companies don’t have as much variance. The GREAT reps don’t want to work for them, because they can make a lot more money with the small startups; and the losers don’t make it through the interview process, and if they do, don’t last long.
Talking vendors here, of course. If you’re working for an IT department, that’s a totally different world.