When your sales team doesn’t perform, your entire company suffers

Are you frustrated by your sales team’s performance? Do a few top performers consistently deliver most of your company’s sales, while the rest — the majority of your salespeople — barely earn their own keep … or even LOSE you money?

We refer to this sales performance gap as “the 80/20 Rule in sales team performance,” where 80% of sales are delivered by just 20% of salespeople (the top performers). The remaining 80% of salespeople deliver just 20% of sales!

Why do so many organizations struggle with 80/20 sales team performance?

Our experience has shown that 80/20 sales team performance usually results from weaknesses in key sales management processes, including:

• Sales Recruiting: Does your sales recruiting process consistently produce top performers and strong middle performers, or is the quality of your hiring more "hit and miss?" (If your sales team exhibits 80/20 performance, your success rate is just 1 in 5.)
  
  
• Sales Compensation: Does your sales compensation plan motivate your salespeople to do what you want them to do? For example, how do they perform in terms of prospecting and achieving new business goals? Do they maximize penetration in each of their assigned accounts?
  
  
• Sales and Sales Management Training: Do your sales and sales management training investments result in permanent changes in your people's behaviors? Or, do things go back to the way they were shortly after the training is completed?
  
  
• Sales Activity Inspection: Do you inspect the quantity and quality of your salespeople's activities, or do you focus the bulk of your inspection on your salespeople's results? (Activity inspection provides an "early warning system" for many sales performance problems.)

You can beat the 80/20 Rule in sales team performance with the 80/20 Selling System™

We have helped hundreds of companies improve the performance of their sales teams. The solutions we have implemented most frequently have been refined over the years into what we call the 80/20 Selling System™. This system is described in two synchronized books, How to Beat the 80/20 Rule in Sales Team Performance (for business owners, executives and sales managers) and How to Beat the 80/20 Rule in Selling (for salespeople) that we use as "roadmaps" during our work with clients.

What kind of assistance are you looking for?

Our business model is built to leverage technology (internet, web conferencing, teleconferencing) to deliver our products and services in the most cost-effective manner possible. For some projects (such as in-depth sales or sales management training, strategic planning sessions, etc.) you may prefer to have us to travel to your location for concentrated, in-person effort. However, in many cases we can accomplish your goals by working together remotely. This saves both time and money. Of course, the choice of how we work together is entirely up to you!

Want to learn more?

Click the following link to learn more about the the 80/20 Selling System™.

 

80/20 Sales Performance
10559 East Tierra Buena Lane
Scottsdale, AZ 85255
Toll Free: (866) 531-3917