How to Beat the 80/20 Rule in Selling - Softcover

Rigg, Alan

9781587362361: How to Beat the 80/20 Rule in Selling

Softcover

ISBN 10: 1587362368 ISBN 13: 9781587362361

Publisher: Iceni Books, 2003

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Are you considering a career in sales? Do you know whether you have what it takes to succeed?

Are salespeople a mystery to you? Do you want to increase your understanding of the sales function?

Does the 80/20 Rule describe your sales team’s performance? Do you want to increase the proportion of top performers on your sales team?

Companies spend billions of dollars annually to recruit and train salespeople, only to see the majority leave, be terminated, or turn out to be mediocre producers. Why do only 20% of salespeople produce 80% of sales? How to Beat the 80/20 Rule in Selling solves this sales performance mystery.

You will learn:
� The financial impact of the 80/20 Rule
� Why salespeople perform differently
� The attributes required for sales success
� Relationship preferences and selling styles
� How sales manager style impacts sales performance
� Why most sales training programs fail
� Why incentives fail

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About the Author:

Alan Rigg lives what he writes. During the 1980s he made the transition from a career in finance to a successful career in sales. During the 1990s he had the opportunity to view sales from a variety of managerial perspectives, including sales management, sales support management, materials management, business process improvement, training, and executive management. These experiences culminated in the founding of Winthree Associates, a company dedicated to helping individuals and organizations beat the 80/20 Rule in selling.

Introduction

This book was written to serve three audiences. The first audience is individuals who are considering the question, "I wonder if I have what it takes to succeed in sales?" The second audience is business owners, executives, and managers who come from non-sales backgrounds and want to understand the sales function better. The third audience is business owners, executives, and managers who are struggling with the question, "Why is it that a just a small fraction of my company’s salespeople produce the bulk of our sales?"

There are hundreds of books that have been written about sales. What is so special about this one? First, most books about sales are written from the standpoint of teaching someone how to sell. They don’t address the question of whether someone should pursue a career in sales. Second, information about sales is fragmented. If you take the time to read a lot of books and attend a lot of classes, you can build a broad base of knowledge . . . eventually. This book consolidates much of that information into one place. Third, despite the fact that companies spend billions of dollars annually to recruit and train salespeople, the majority leave, are terminated, or turn out to be mediocre producers. Clearly there are missing pieces to the sales puzzle. This book identifies the missing pieces.

How to Beat the 80/20 Rule in Selling is not based upon "ivory tower" research conducted by academics who have never sold for a living. I have personally made the transition from a career in finance to a career in sales. I learned how to sell successfully, and I continue to make a handsome living from sales. I even founded a company, Winthree Associates, to help companies beat the 80/20 Rule in selling. I have lived the contents of this book, and I continue to live them every single day.

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