The Eighty/Twenty Rule in Sales

The 80/20 rule states that 80% of the results in a given situation can be attributed to 20% of the input working towards those results. If we were to apply this ideology to any sales organization, that means the top 20% of the salespeople within a company will make 80% of the sales. Following, are some of the qualities you can expect from a person who is a “top 20% percenter.”

Take control
“Top twenty percenters” have certain attributes. They don’t hope for the best, rather, they commit to being the best. Holding no illusions that they are somehow going to magically rise to the top, they decide they’re going to get there and then hold themselves accountable every step on the way. The difference between hoping for success and deciding to achieve success is only separated by the work it takes to get there.

Acknowledge successes
Someone who would be considered in the top 20% looks at everyday as another opportunity to learn something that’s going to bring them closer to their goals. They implement what they are learning and keep on working away on that skill can be realized as a practical talent. These types of people often acknowledge the accomplishment and reward themselves. There is nothing wrong with standing back once for a moment and acknowledging success.

Face your fears
Fear is the great stopping point to so much success. Two fears that often stand in the way of success are: failure and what others are thinking. Top twenty percenters do not let fear get in their way. They are as afraid as anyone else, but they go ahead and put themselves out there anyway. As Henry Ford said, “One of the greatest discoveries a man makes, one of his great surprises, is to find he can do what he was afraid he couldn’t do.”

A personal commitment to results
Top twenty percenters are known for conviction and commitment to their goal. To be a strong salesperson you have to believe in yourself. To believe in yourself you have to believe in what you’re doing.

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