Rule" says that 80% of all products and services
are sold by just 20 percent of the salespeople. This
presents a challenge to sales executives who direct
teams of salespeople. An analysis of several sales
organizations reached the conclusion that about half
of the people in the study lacked the behavioral characteristics
required to effectively perform the duties that sales
jobs call for. They should never have been hired for
sales positions in the first place. The study found
that of the remaining 50%, half had the potential
for success in sales, but were not hired to sell the
right kind of product or service. The study concluded
that only about 25% of those working in sales position
have a good match with the work they are doing. Thus,
the "80/20 Rule" is only "valid"
because people lacking sales essentials get hired
and others are not matched with the right products
Sales Indicator™ provides a means
of selecting people who have the five qualities that
make salespeople successful: Competitiveness, Self-reliance,
Persistence, Energy, and Sales Drive. It also predicts
on-the-job performance in seven critical sales behaviors:
Prospecting, Closing Sales, Call Reluctance, Self-starting,
Teamwork, Building and Maintaining Relationships,
and Compensation Preference.
Sales Indicator can be customized by company,
sales position, department, manager, geography, or
any combination of these factors. Empirical data can
be used to develop a pattern that will tell you how
well a job candidate matches your successful salespeople.
Sales Indicator is easy to use. It can
be taken in just 15-20 minutes and produces clear,
readable reports that are direct and to the point.
These reports can be used for selecting, managing,
and training salespeople more effectively. This tool
provides objective data for developing a more effective
sales team, one person at a time.