The Stupid 80/20 Rule………..Part 4 (The Series Finale)

I wrote a blog a little over a month ago about how stupid it was to accept the 80/20 rule and it received a lot of attention and debate. The rule simply states that 80% of your sales are generated from 20% of your sales people. That means to me that 80% of your sales people underperform. My point in that blog (and in this series) was that far too many businesses accept poor performance, not that poor performance was acceptable. Since then, I have had a lot of fun writing this series about the components of a method that I feel helps to enable your 80%ers to be more successful. Today’s series finale is about putting the parts of that method together. Hopefully this is a simple way for you to get more out of your 80%ers and not accept the 80/20 rule in your business. To enable your 80%ers to succeed; look at things like Special Agent Oso does (can you tell I have young kids?). According to him, every task can be accomplished in 3 special steps. Step 1: Know your sales people. I hope that you spend the time and effort to understand what motivates and drives them on a personal level. See the series part here for more details: Step 2: Have a manger that is willing and has the desire to take the time to monitor and measure their performance and hold the sales people accountable for their actions. See the series part here for more details: Step 3: Identify what your sales people have to do each day for success. Give them a good process to use and follow. See the series part here for more details: Now, if you complete these 3 special steps, not only do you earn a Digimedal (more Special Agent Oso reference) for sales enablement, but you might just turn the whole 80/20 rule on its head. What if the 20%ers were now that portion of your sales team that need to be set free to pursue what makes them happy and not the top performers? What if the 80%ers became better performers and began to produce just 5% more in sales revenue for your company? What would that look like to your business? To conclude this blog series; I hope that you can find out what motivates your sales people; put a process in place where they know what to do and manage them with passion and hold them accountable. Although this method seems simple in its form, it will take considerable time and effort by you and your company to develop and implement it.  Do this and I promise you more success in your sales team. It is just that simple.  


Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.