How to Beat the 80/20 Rule in Selling

Rigg, Alan

Published by Hats Off Books, 2003
ISBN 10: 1587362368 / ISBN 13: 9781587362361
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Item may show signs of shelf wear. Pages may include limited notes and highlighting. Includes supplemental or companion materials if applicable. Access codes may or may not work. Connecting readers since 1972. Customer service is our top priority. Bookseller Inventory #

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Synopsis: 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

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.

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Bibliographic Details

Title: How to Beat the 80/20 Rule in Selling
Publisher: Hats Off Books
Publication Date: 2003
Binding: Paperback
Book Condition: Good

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