"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 salespeople.
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.
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