Measuring Sales Potential and Gaps

The “80/20 Rule” says that 80% of all products and services are sold by just 20 percent of the salespeople.

This poses a challenge for sales managers who direct the efforts of salespeople. Some of the reasons why sales people do not perform are:

They should not have been placed as salespeople in your company in the first place. In other words: Poor job/ company fit.
Lack behavioural characteristics required to effectively perform duties
Lack of product training, sales training, exploring markets, meeting regularly to keep all informed
Poor sales management

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