Most everyone has heard of, or experienced the 80/20 rule - 80% of the sales come from 20% of the salespeople. For businesses with 5 or more salespeople, it is very common to discover that the top producer generates 3 or 4 times the production of the bottom producer, and it is pretty obvious that it would be desirable to have more top producers! For businesses with only 1 or 2 salespeople, it's even more critical that these positions be filled with top producers.
While few experienced sales managers doubt the "rule", equally few know what causes it or how to fix it. A study begun in 1997 and finished in 1999, then re-validated in 2000 and 2001 attempted to explain this phenomenon and came to some interesting conclusions.
Find out what we learned...
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