"80/20 Rule" says that 80% of all products
and services are sold by just 20 percent of the salespeople.
This presents a challenge to sales executives who direct
teams of salespeople. An analysis of several sales organizations
reached the conclusion that about half of the people
in the study lacked the behavioral characteristics required
to effectively perform the duties that sales jobs call
for. They should never have been hired for sales positions
in the first place. The study found that of the remaining
50%, half had the potential for success in sales, but
were not hired to sell the right kind of product or
service. The study concluded that only about 25% of
those working in sales position have a good match with
the work they are doing. Thus, the "80/20 Rule"
is only "valid" because people lacking sales
essentials get hired and others are not matched with
the right products or services.
The Profiles Sales Indicator™
provides a means of selecting people who have the five
qualities that make salespeople successful: Competitiveness,
Self-reliance, Persistence, Energy, and Sales Drive.
It also predicts on-the-job performance in seven critical
sales behaviors: Prospecting, Closing Sales, Call Reluctance,
Self-starting, Teamwork, Building and Maintaining Relationships,
and Compensation Preference.
The Profiles Sales Indicator can be
customized by company, sales position, department, manager,
geography, or any combination of these factors. Empirical
data can be used to develop a pattern that will tell
you how well a job candidate matches your successful
The Profiles Sales Indicator is easy
to use. It can be taken in just 15-20 minutes and produces
clear, readable reports that are direct and to the point.
These reports can be used for selecting, managing, and
training salespeople more effectively. This tool provides
objective data for developing a more effective sales
team, one person at a time.