The principle says this: Small differences in ability in key areas can lead to enormous differences in results.
Small improvement in important sales skills, such as prospecting, making persuasive presentations, overcoming objections, or closing the sale, can lead to huge increases in sales results.
Your weakest important skill sets the height at which you can use all your other skills and determines your income.
Your strengths have brought you to where you are today, but your weakness are now holding you back from progressing further and faster.
Only small differences in attitude and ability separate the top salespeople from the average.
- 80/20 Rule in Selling – Pareto Principle (vibhorasri.wordpress.com)
- Best New Sales Book of 2011 (heavyhittersales.typepad.com)
- 5 Things Sales People Say That Limit Them (tomaltman.com)