Michael,

Motivating sales people: sales manager is probably going to miss his target; some of his sales reps have exceeded theirs but more have not; best way to get to the team target is for the overachievers to do even more; but this will set the bar higher for them next year; need to convince the over-achievers to focus on 'now' and deliver more, even if this is not in their personal interests.

Regards

Martin