The 80/20 Rule Fallacy In Sales

By Virden J. Thornton   

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

     The articles in my series of submissions to Ezine Articles were basically written to help sales managers, representatives and service industry professionals to eliminate the literally hundreds of sales and sales management myths that lead to an 80/20 configuration of their sales force in the first place. If you have read a number of these articles you learned that developing a 100 percent producing sales team starts with hiring the right people, training them in sound consultative selling principles and then coaching them to become 100 percenters. By reading my submissions, then you can obtain literally dozens of proven techniques and field-tested systems to help eliminate the 80/20 rule in your organization. The 80/20 Rule is also discussed in some detail in the e-learning manual entitled 101 Sales Management Myths at: http://www.TheSellingEdge.com/myths4.htm

     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!

VIRDEN THORNTON is the founder and President of The $elling Edge^®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and WalHMart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. 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 click on either of the titles above.

Note: You can contact Virden at virden@TheSellingEdge.com. You can also see an expan- ded biography at http://www.TheSellingEdge.com/bio.htm.

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