How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It [Paperback]

Alan Rigg (Author)

Book Description

Publication Date: May 31, 2004 | ISBN-10: 1587363135 | ISBN-13: 978-1587363139 | Edition: 2

Hundreds of books have been written about sales. What's so special about this one? First, it doesn't simply teach vital sales techniques-it also addresses the question of whether you should pursue a sales career. Second, much of the fragmented information about selling and sales management is consolidated here, allowing you to build a broad base of knowledge without reading stacks of books, listening to tape after tape, and enduring countless classes. Third, Alan Rigg explains why, despite the fact that companies spend billions of dollars to recruit and train salespeople, the majority get fired, leave, or turn out to be mediocre producers. He provides the missing pieces to the sales puzzle!

Editorial Reviews

Review

If you are considering a career in sales, consider this book a prerequisite. -- Joe Garwood, President, Coast to Coast Capital

About the Author

Alan Rigg lives what he writes. After establishing a successful career in sales during the 1980s, he observed sales teams from a variety of managerial perspectives and was intrigued by the great disparity in performance between average and top sellers. When he discovered the reasons behind these performance differences, he founded 80/20 Performance, Inc., a company dedicated to helping organizations beat the 80/20 rule in employee performance. 80/20 Performance is located in Scottsdale, Arizona.

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Product Details

• Paperback: 140 pages
• Publisher: Hats Off Books; 2 edition (May 31, 2004)
• Language: English
• ISBN-10: 1587363135
• ISBN-13: 978-1587363139
• Product Dimensions: 8.5 x 5.5 x 0.3 inches
• Shipping Weight: 6.6 ounces
• Average Customer Review: 3.0 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #2,401,702 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

4.0 out of 5 stars Compact reference, August 3, 2005

By 

Lynellen Perry "lynellenDOTcom" (Dumfries, VA USA) - See all my reviews
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This review is from: How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It (Paperback)

This book was written for three different audiences: those considering a sales job, managers without a sales background, and those who wonder why their sales force is in the 80/20 category. Rigg enumerates reasons why salespeople perform at different rates and what personnel attributes contribute to sales success. He then defines the various relationship preferences and selling styles, and debunks common sales recruiting myths. Next he describes how to develop prospecting plans and how to close sales more effectively. The remainder of the book is focused more on sales management: forecasting and pipeline management; assigning sales territories; creating effective compensation plans; effective training programs; and evaluating incentives.

A quick and easy read, yet substantive and informative. Recommended reading for all types of sales managers including those in the direct selling businesses.

--Lynellen.com

1.0 out of 5 stars Ok nothing that new really, very small amount of information, February 10, 2008

By 

D. Wohlk "ddw" (atlanta) - See all my reviews
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This review is from: How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It (Paperback)

Not much new information. I suggest passing on it unless you know nothing about sales. The information is solid but lacking in depth

4.0 out of 5 stars Read this!, October 21, 2005

By 

Karen (California) - See all my reviews

This review is from: How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It (Paperback)

This book gave me lots of insight. Whether you're a seasoned salesperson or new to selling, you'll find something that will give you an ah ha! moment.