Beating The 80/20 Rule
Beating The 80/20 Rule
Salespeople who spend at least half a day in the field with their managers are up to ten times more productive than those who do not have the benefit of that much personal coaching. An optimal ratio of salespeople to sales managers is four or five to one. Since the ratio tends to be considerably higher at most organisations, there is a gap between actual and optimal performance.
Key Points
• For most (probably all) sales forces, only 15-25 reasons account for 95% of all lost sales opportunities.
• Fifteen to twenty specific techniques or skills are sufficient to resolve those challenges.
• Typically, well trained (formally) or experienced/motivated salespeople are effective at only 80% of the necessary skills and techniques.
• Individual observation by a skilled expert is needed to identify the flaws in the 4-6 ineffective techniques each salesperson has acquired. (If the salespeople could recognise it themselves, they would already be superstars.)
• Salespeople respond poorly to more generic, shotgun, or classroom style retaining that tends to review the 80% they do well.
• To become excellent, salespeople need an expert coach/mentor to observe, analyse, demonstrate and critique their new practices.
• Conclusion: Star salespeople need to secure a coach/mentor to help them refine the weak 20% of skills in order to significantly enhance their results.
Salesperson compensation as a percent of total sales dollars produced Salesperson to Sales Manager Ratio
0.25% 4.5 – 1
2.7% 7.6 – 1
5.7% 20 – 1
* Worldclass Sales Benchmark Research
Beating The 8020 Rule - To learn more about this author, visit Peter Gilbert's Website.
Like this article? Share it with your friends
Salesperson’s Productivity Increases as Span of Sales Manager’s Decreases
Salespeople who spend at least half a day in the field with their managers are up to ten times more productive than those who do not have the benefit of that much personal coaching. An optimal ratio of salespeople to sales managers is four or five to one. Since the ratio tends to be considerably higher at most organisations, there is a gap between actual and optimal performance.
Key Points
• For most (probably all) sales forces, only 15-25 reasons account for 95% of all lost sales opportunities.
• Fifteen to twenty specific techniques or skills are sufficient to resolve those challenges.
• Typically, well trained (formally) or experienced/motivated salespeople are effective at only 80% of the necessary skills and techniques.
• Individual observation by a skilled expert is needed to identify the flaws in the 4-6 ineffective techniques each salesperson has acquired. (If the salespeople could recognise it themselves, they would already be superstars.)
• Salespeople respond poorly to more generic, shotgun, or classroom style retaining that tends to review the 80% they do well.
• To become excellent, salespeople need an expert coach/mentor to observe, analyse, demonstrate and critique their new practices.
• Conclusion: Star salespeople need to secure a coach/mentor to help them refine the weak 20% of skills in order to significantly enhance their results.
Salesperson compensation as a percent of total sales dollars produced Salesperson to Sales Manager Ratio
0.25% 4.5 – 1
2.7% 7.6 – 1
5.7% 20 – 1
* Worldclass Sales Benchmark Research
Beating The 8020 Rule - To learn more about this author, visit Peter Gilbert's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Peter's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Coaching System Success & Happiness Customer Focus Social Bookmarking Guide JV Considerations |
|
 | ||
 |
Email The Reporters
Press Release Builder | |
 |
Top 50 Geek Business Blogs
Top 50 Geek Business Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||