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! To learn about additional tools to help you eliminate this rule in your organization, check out: http://www.TheSellingEdge.com/myths4.htm
The 8020 Rule Fallacy In Sales - To learn more about this author, visit Virden Thornton's Website.
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It’s probably the best-known and most-repeated rule in sales: 80% of your sales come from 20% of your customers. The implication is that you should focus the majority of your sales efforts on those 20% to maximise y...
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Virden Thornton
(Visit Virden's Website)
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
www.TheSellingEdge.com/book1.htm
Note: You can contact Virden at vi
rden@TheSellingEdge.com. You can also
see an expanded biography at: www.TheSellingEdge.com/bio.htm
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