What makes 20 percent of salespeople bring in 80 percent of the revenue?
Limesh Parekh
Your Partner In Business Success. #CRM, #CallCenterSolutions, #TallyCloud, #helpdesk
I was walking out of a colony after meeting a friend a few days ago. At its gate, I came across a sign which I’ve seen many times – Salesmen and Hawkers not allowed.
This got me wondering: if the sales process are essential for the seller and buyer to benefit, why do salespeople have such poor reputations? Why do most people turn away from salesmen instead of listening to what they have to say? What are the key sales skills needed to show buyers the value of the product or service?
The Problem with Sales Activities Today
In the early 90s, “Always be closing” became a popular mantra. Even today, it remains popular among salespeople and sales managers. But it’s no longer acceptable to prospects and customers.
In the 90s, people weren’t half as bombarded with sales pitches as they are today. Nor did they have half as much access to information as they have today. This is why people have averse to being sold to. They see most salespeople as used-car salesmen who simply care about their numbers and not about the customers’ best interests.
But like in everything in life, Pareto’s Law is prevalent in sales as well. Twenty per cent of salespeople bring in 80 per cent of sales. The number could vary like 40-60, 30-70, or even 90-10 in some categories. But it averages out to the 20-80 Rule.
What key sales skills do these successful salespeople possess?
Apart from following up consistently and effectively, there is another aspect: two words which open many doors for them.