Do You See What I See?

When you look at the leaderboard or rankings for your company/industry, what do you see? (Hopefully, your name at the top!)

That list contains a group of people who rose to the top doing some very effective things and received the coveted "spoils of war" - recognition, compensation and a prime company parking space!

Take a deeper look at that top list.

Will the person who is #1 this month, be the same person next month?

Could be, but more than likely, there is a monthly musical chair proposition. The names change as the ebb and flow of leads and sales opportunities dictate "one for you...one for me".

Consistency is rare in sales and in life and is part of what perpetuates The Law of Pareto. You know it better as the 80/20 rule. That means that 80% of the sales can be "predicted" to come from 20% of the salesforce.

Not a bad distribution...if you are in the 20%!

Are you?

I have trained over 35,000 sales people (give or take a few!) and seen The Law play out over and over. It was only when I demanded an expansion of The Law by developing the 80% of the sales force that things turned around.

The result: Company's I worked with began to experience 80/40!

For the non-mathematicians, that means that 80% of the production was now coming from 40% - a doubling of sales effectiveness of the team!

Does that make me a genius...a sales guru....a Svengali (look it up!)

Humbly, modestly, and quite frankly...YES!

What is the method of my madness? The secret formula that allows me to get more from a sales team than The Law Allows?

Secret #1 - Turn Producers into Cultivators

The producer concentrates on new business which requires each day they have to "start over" and work to build a new relationship...from scratch.

A cultivator has business meeting them at their desk! Repeat business and referrals...each day...

Who would you rather be?"

Look at the leaderboard again....

Do you see what I see?

Secret #2 tomorrow...

Until then, I wish you Money, Power, Success!