Jeff Thull

Accepting that 20% of your salespeople bring in 80% of your revenue is like accepting that 80% of your manufacturing machines are, on the average, producing one-fourth of your most productive machines. That output level would never be acceptable; it would be absurd.

Building a uniform selling system is required to define the quantity and quality of activities for individuals to produce at top performing levels. This system will enable managers to monitor and measure improvements in the team’s performance.

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