Synopsis
Are you a business owner, executive, or sales manager who is struggling with the question: Why do just 20% (or less) of my company's salespeople produce 80% (or more) of my company's sales? If you are, this book was written specifically for you!
Thousands of books have been written about sales management. What is so special about this one?
1. 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 management puzzle. This book identifies, and provides answers for, the missing pieces.
2. The available information about sales management is FRAGMENTED. If you are willing to take the time to absorb a variety of books, audio programs and training classes, you can build a broad base of knowledge... eventually. This book provides a step-by-step road map that will teach you everything you need to know to build and manage a top-performing sales team!
3. This book is part of a SELLING SYSTEM. There is a companion book (How to Beat the 80/20 Rule in Selling) that will teach your salespeople how to perform every critical salesperson function described in this book. The two books are intended to be used together to make it as easy as possible for you to implement the changes necessary to build top-performing sales teams.
4. How to Beat the 80/20 Rule in Sales Team Performance was not written by an ivory tower academic that has never built or managed a sales team. I have been a student of selling and sales management for more than 25 years. I have personally built and managed multiple top-performing sales teams. For the past nine years I have spent every working day helping companies build top-performing sales teams. This book describes the time-tested, straight-from-the-trenches tools and techniques that have worked with my own sales teams and my customers sales teams. They will work for you, too!
About the Author
During his 30-year professional career, sales performance expert Alan Rigg has been involved in nearly every facet of both small and large company operations, in roles ranging from individual contributor to executive management. In 2002, he founded 80/20 Performance, Inc. (dba 80/20 Sales Performance, MySalesTest.com) a company dedicated to helping business owners, executives and sales managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales.
A 25-year student of selling and sales management, Alan is the author of How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling and the 80/20 Selling System (TM) Home Study Course. He is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences.
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