Dispelling the 80/20 Rule of Sales
Every salesperson has heard of the 80/20 rule, that 80 percent of our business typically comes from 20 percent of our customers. It’s amazing that we all seem to believe that this 80/20 rule exists no matter what our business is. Let this be the place where you finally hear that it may not be true. We’ve all heard “Brush your teeth twice a day.” Like the 80/20 rule, that is only a guideline. You may need to brush your teeth more.
The rule presupposes a mathematical relationship. If your sales goal is predicated on 20 percent of your customers’ business bringing in 80 percent of your sales, you are in danger of never making your goal. We cannot depend on history to determine our success because we live in a ...
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