The 8020 Rule Fallacy In Sales

Guest post by: Virden Thornton
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The "Cold Call Presentations" Myth - By Virden Thornton

The 80/20 rule in sales is not a myth. Believing that it is inevitable and that all entrepreneurial organizations must live with 80 percent of their sales team selling only 20 percent of the products or services is the fallacy!

The articles in this series were written to help entrepreneurs and their representatives eliminate the literally hundreds of myths that lead to an 80/20 configuration of their sales force. As you read the articles in this series, developing a 100 percent sales team, starts with hiring the right people and then training and coaching them to become 100 percenters. If you have read a number of my submissions, then you now have dozens of proven techniques and systems to help you eliminate the 80/20 rule in your organization.

Remember, that the 80/20 rule dies hard. You’ll need to work diligently and hard to eliminate it and then even harder to keep it from resurfacing. Good Luck!

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The "Cold Call Presentations" Myth - By Virden Thornton

About the Author: Virden Thornton

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VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to http://www.TheSellingEdge.com/book1.htm Note: You can contact Virden at virden@TheSellingEdge.com. You can also see an expanded biography at: http://www.TheSellingEdge.com/bio.htm
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