It appears the top 20% of your sales team are closing 80% of the deals. This reality of 80-20 performance, where approximately 20 percent of salespeople produce approximately 80 percent of sales, can be disappointing. (Though it validates Pareto’s Principle).

Pareto’s Principle was named after Vilfredo Pareto (1848-1923), an Italian economist who observed that for certain economic conditions, roughly 80% of the effects come from 20% of the causes.

Instead of accepting Pareto’s Principle as a standard, I would prefer to see your team perform with excellence. Inspiring and leading a team to break away from average can be difficult if they are following the crowd and paying attention to what ‘everyone’ follows. I learned firsthand the importance of a network, excellent habits and a mindset of high standards when I grew a business from $4 million to $16 million over the course of four years.

Today I want to share thoughts, habits, and mindsets that help many to be a top 5% sales professional and potentially break Pareto’s Principle.  

Knowing the secret to effective marketing to grow sales and drive profit is often elusive, even to the those with expert marketing skills.  DISC Assessments can help you have better insights into the minds of your marketing and sales team, customers and prospects. Today I would like to share with you the importance of DISC Assessments for growing revenue.

To get a sales team to perform beyond expectations, we focus on these five essentials: 

• Characteristics of a High Performing Sales Team
• Hiring Best Practices – building the best team
• Data Mining – providing the right data
• CRM – the right tool for your organization
• Training - the ongoing need

“Fire the sales & marketing team” may be heard behind closed doors from unhappy and frustrated leadership. The simplest solution is to remove the marginal team and dig into the “deep well” to hire and train fresh candidates.

Before you borrow the infamous phrase “Your fired!” to chop up the sales & marketing team into small pieces, consider how the difficulty and change the role of a CMO is undergoing.