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How to Beat the 80/20 Rule in Selling: A Step-by-Step Guide to Achieving Top Sales Performance

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In the late 1800s an Italian economist named Vilfredo Pareto was studying the distribution of wealth in European countries. He discovered a predictable imbalance in the distribution of wealth. He found that approximately 80 percent was controlled by approximately 20 percent of the population. This was later known as Parato's Principle or the 80/20 rule.

The 80/20 rule is an observable natural phenomenon. It governs many scenarios in life in which 80 percent of the results come from 20 percent of the inputs. Thus, it can be applied in many situations and with many professions. There is a beauty and elegance to life that repeats itself again and again. The 80/20 rule is one of these rules of thumb that reflects human nature, and how the world operates.

Understanding the 80/20 Rule is important. What is more important is the ability to apply the 80/20 Rule to real life situations and create positive results. Alan Rigg has done just that!

How to Beat the 80/20 teaches sales managers how the 80/20 rule is hurting their organization and what to do to increase sales dramatically. Alan Rigg argues convincingly that 80 percent of the sales typically comes from 20 percent of the sales force. In other words: "All salespeople are not created equal."

Savvy sales managers can improve on this statistic by carefully screening applicants and then cherry picking the right individuals for their sales force. Besides creating a stronger sales force, this book teaches how to improve sales significantly!

Some of the important topics that Alan covers are: Why salespeople perform differently, the attributes needed for sales success, recruiting myths, forecasting, how to develop an effective compensation plan and a great deal more.

The book is equally excellent for people who are considering a sales profession. If you have a high aptitude for sales this may be the career for you. If you don't have the aptitude then there may be other careers you would be more suited for.

With all of the downsizing and outsourcing today, this book provides knowledge to increase a company's competitive advantage. These skills are critical so a sales organization doesn't become road kill!

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