Ever heard of the 80/20 Rule? Thats the well-known principle that says that in every sales organization 20% of the salespeople win 80% of the sales (and money!) while the remaining 80% are all splitting up 20% of the revenue. So, which category do you want to be a part of – the Top 20%, or what I refer to as the Sales HEROES, right?
Where did this rule come from? In fact, the 80/20 rule is not a rule, its a law. It comes from the work of Vilfredo Pareto, an eighteenth-century Italian economist. His studies on economics and productivity led to the conclusion that in just about any endeavor, 80 percent of the productivity will come from only 20 percent of the efforts. Eighty percent of the profits are produced by 20 percent of the employees. In a police force, 80 percent of the arrests are made by 20 percent of the officers. It can be applied another way: 20 percent of a businesss customers create 80 percent of the problems. And so on.
Want to be a Sales HERO? You can use Paretos Law to your advantage! Create an action plan that embraces the law rather than fights it. Meetings, crisis management, phone calls, office chat, paperwork, getting your ducks all...
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