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3 Reviews
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2 of 2 people found the following review helpful:
4.0 out of 5 stars
Compact reference
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...
Published on August 3, 2005 by Lynellen Perry
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1.0 out of 5 stars
Ok nothing that new really, very small amount of information
Not much new information. I suggest passing on it unless you know nothing about sales. The information is solid but lacking in depth
Published on February 10, 2008 by D. Wohlk
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2 of 2 people found the following review helpful:
4.0 out of 5 stars
Compact reference,
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Amazon Verified Purchase(What's this?)
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,
By
Amazon Verified Purchase(What's this?)
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!,
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.
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How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It by Alan Rigg (Paperback - May 31, 2004)
Used & New from: $6.47
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