The "80/20 Rule" says that 80% of all products and services
are sold by just 20 percent of the salespeople. This presents
a challenge to sales executives who direct teams of salespeople.
An analysis of several sales organizations reached the conclusion
that about half of the people in the study lacked the behavioral
characteristics required to effectively perform the duties
that sales jobs call for. They should never have been hired
for sales positions in the first place. The study found that
of the remaining 50%, half had the potential for success in
sales, but were not hired to sell the right kind of product
or service. The study concluded that only about 25% of those
working in sales position have a good match with the work
they are doing. Thus, the "80/20 Rule" is only "valid" because
people lacking sales essentials get hired and others are not
matched with the right products or services.
The Profiles Sales Indicator™ provides a means of selecting
people who have the five qualities that make salespeople successful:
Competitiveness, Self-reliance, Persistence, Energy, and Sales
Drive. It also predicts on-the-job performance in seven critical
sales behaviors: Prospecting, Closing Sales, Call Reluctance,
Self-starting, Teamwork, Building and Maintaining Relationships,
and Compensation Preference.
The Profiles Sales Indicator can be customized by company,
sales position, department, manager, geography, or any combination
of these factors. Empirical data can be used to develop a
pattern that will tell you how well a job candidate matches
your successful salespeople.
The Profiles Sales Indicator is easy to use. It can be taken
in just 15-20 minutes and produces clear, readable reports
that are direct and to the point. These reports can be used
for selecting, managing, and training salespeople more effectively.
This tool provides objective data for developing a more effective
sales team, one person at a time.
The "80/20 Rule" says that 80% of all products and services
are sold by just 20 percent of the salespeople. This presents
a challenge to sales executives who direct teams of salespeople.
An analysis of several sales organizations reached the conclusion
that about half of the people in the study lacked the behavioral
characteristics required to effectively perform the duties
that sales jobs call for. They should never have been hired
for sales positions in the first place. The study found that
of the remaining 50%, half had the potential for success in
sales, but were not hired to sell the right kind of product
or service. The study concluded that only about 25% of those
working in sales position have a good match with the work
they are doing. Thus, the "80/20 Rule" is only "valid" because
people lacking sales essentials get hired and others are not
matched with the right products or services.