80 / 20 Rule

It has long been accepted that 80 percent of all products and services are sold by just 20% of the salespeople. The so-called 80/20 rule is a challenge to all sales executives who strive to build exceptional sales organizations.

When people make an honest effort to do a good job and fail, it is usually because they were in jobs that they did not fit. An analysis of people working in sales shows that over half of them are miscast-  they should be doing something else. Of those remaining, half could succeed in sales however they are selling the wrong product or service. That leaves 20% of the salespeople who are in jobs they fit. These are the ones who sell 80% of the world's products and services, hence the 80/20 rule.


 

The Solution

When hiring salespeople, the objective is to hire those who have the characteristics of the top 25%. The Profiles Sales Indicator is an instrument that can assess those characteristics with a high degree of accuracy.

The Profiles Sales Indicator measures five qualities that make salespeople successful:

     Competitiveness
     Self reliance
     Persistence
     Energy
     Sales Drive

and predicts the performance in seven critical sales behaviors:

     Prospecting
     Closing Sales
     Call Reluctance
     Self Starting
     Teamwork
     Building and Maintaining Relationships
     Compensation Preference

In 20 minutes you will get clear, readable reports that are direct and to the point. A percentage of job match is provided for each category.

The Profiles Sales Indicator is customizable:

     By company
     By Department
     By Manager
     By Geography
     By any combination of these factors