This probably isn’t the first time you have heard this terrifying, almost never failing statistic, “The top 20% of the salesforce produces 80% of sales.” In every single organization and team that I’ve managed, consulted, or witnessed this statistic has proven true. It’s not a theory, it’s not a myth, and it’s not a tagline to beat down on under producers. It’s simple math.
If you manage a team of 20 salespeople who end up doing $30 million in revenue this year your top 4 salespeople will most likely close about $24 million.
This leaves the other 16 (bottom 80% I call them) only bringing in about $6 million. Over my career the more and more time I spent working with, training, and coaching people who aren’t yet in the top 20% the more I learned about them.Read More