Email
Print
Get in the habit of the 80/20 rule
ADVERTISEMENT
Published: July 27, 2008
The 80/20 rule, simply states 20 percent of your sales team makes 80 percent of your sales. It is hard to believe, but this rule was formulated more than 100 years ago. Who would have predicted it would still apply to sales teams today? Scary, but it does.
Research consistently shows more then half of the people in sales roles lack the basic skills and attributes required for success in the sales profession. Of the remaining half, 50 percent of them have the potential for success, but are currently selling the wrong product or service. That leaves about 25 percent to sell about 80 percent of the world's products and services. If you could only spot the 20 percent who sell the 80 percent, you would be sitting on a wad of revenue and profits, wouldn't you? Let me help you out a bit.
Top sales people possess certain attributes as natural gifts or develop them through training. If you could spot these people and get them selling for you, life would be good. Here are 10 characteristics of top sales people:
n They live in a sunny world. They have a positive attitude on steroids. All their glasses are half-full and every cloud they encounter has a silver lining.
n They understand the numbers game. They know how many times they'll have to hear "no" to get to one "yes." They don't get discouraged when a call doesn't go their way; they quickly focus on the next call.
n Prospecting is 24/7 for them. They understand they must continually feed their pipeline. They are obsessed with prospecting.
n They are internally motivated to do whatever it takes to win business. They live for the chase. Nothing gets in the way of their success.
n They believe they and their products or services are the best. They are enthusiastic about their company and their passion is always reeking from them.
n They hate second place. Deep down they have to win and they aren't good losers. The other 80 percent are too good at losing!
n They move forward with every customer contact. They want commitment from a customer and they work the process to move closer to that commitment at every contact. They are always moving toward a "yes."
n They understand their products and services inside out and understand why they are better than the competitors. Actually most top sales people believe there is no competition. They don't sell to people who don't need their product or services.
n They have already considered every possible "no" situation and are ready to overcome the objection. Their way of overcoming objections builds confidence and trust with the prospect.
n They understand their customers. They never stop trying to find out more about them.
The last 10 years of great economic times has created the need to put a lot of people in sales positions that just don't have what it takes to be successful sales professionals. At best, many of them are glorified "order-takers." McDonald's needs more of them, does your business need them too? If your sales are not on track, upgrading your sales force shouldn't be an option. Some of your team may just need proper training and support. A good business and sales coach can help you with that. In addition, you now have an understanding of what top sales people look like. Spot them and go after them.
Email
Print
ADVERTISEMENT
Advertisement
