I was lucky enough to hear Mike Bosworth speak Saturday at the B2BCamp ‘UNconference’ in Boston about his new book What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story one of the statistics he quoted was from a 2008 Sales Benchmark Index study that showed the 80/20 Rule had gotten worse, it was now 87/13.
Where common thought has been that 20% of your salespeople bring in 80% of your business the Sales Benchmark Index showed that it was actual 87% of your revenue came from 13% of your salespeople.
For more on Mike’s ideas around that check out his February Selling Power blog post Turning the 80/20 Rule Upside Down.
What hit me is that I use to say that the top 10% demanded attention and the bottom 10% HR demanded you gave them attention… now I wonder what those numbers really would be. I really believe that if we focus our attention on:
- The people who WANT to be fantastic
- Are in the middle of the curve and don’t seem to what to do now
- Have a little success
we’re going to have the largest return on our investment.
3 Things to do TODAY
What I believe you can do right now is identify ONE person on your team in the middle who:
- has the drive and work ethic to put in the effort
- sees glimpses of success but it isn’t consistent
- has their attitude and emotions under control
Now have a conversation where you find out what their goals are, make sure they are aligned with your team and company goals – start mentoring and coaching them TODAY! Don’t wait.