Heard of the "80 / Article 20?" This is the principle known who says every sales organization in 20% of the sellers earn 80% of sales (and money!) While the remaining 80% of all split 20% of sales, for example, the category that you want to be part of - the highest 20%, or what I call heroes sale, is not it?
Where this rule come from? In fact, the 80/20 rule is not a rule, it is a "law." It comes from the work of Pareto Vilfredo, an economist of the eighteenth century Italian. Study on the economy and productivity leads to the conclusion that in any business, and 80 per cent of productivity comes only 20 percent effort. Is created eighty percent of the profits by 20 percent of the staff. In the police department, 80% are made of arrests by 20 percent of the officers. And it can be applied in another way: 20 percent of the company's customers 80 percent of creating problems. And so on.
Want to be a sales champion? You can use the Pareto principle to your advantage! Develop a work plan that embraces the law instead of fighting. Meetings, crisis management, and telephone calls, office chat, paperwork, and get all your ducks lined up in a row is not part of the 20 percent of your business, which is directly attributable to the creation of new institutions. There is evidence that one task to lead directly to achieving your sales goals: cold calling or prospecting. I've seen every possible effort to find a way to circumvent the law Barreto, but none have succeeded. Once you accept the fact that you can not change the rules of the numbers, you'll be able to take a decision simply to play according to the rules or leave the country.
Number of prospecting calls you to do? We will apply the Pareto Principle to know. Let's say you decide to "complete" 100 call exploration over a period of time. According to Barreto, you had to walk through about five doors or phone made five attempts to get to the truth of the decision maker (20 per cent). Therefore, you can do 500 to try to reach your goal of 100 calls complete exploration. Makers of decision 100 you talked, in fact, will 20 (20 percent) have a genuine interest and stay in the game - pipeline your - for further follow-up, while 80 (80 percent), regardless of how good sale you or you know that they need to have to offer, and it simply will not be interested - they are out of the game so far. Now, with the proposals and calls, appointments, monitoring, and you will find that 80 percent (or 16) of the 20 prospects who are still in the game will not buy (at least not at this time) for the cause. There's nothing at all you can do about it. It's not you, it's the law. Do not worry, they can return to the game at a later time! This leaves four companies who buy your product now! Congratulations, you have just your first four sales! At first, it may seem a small reward for your efforts, but you will learn that a good solid formula that will always help you get sales from zero to hero in 90 days!
Try this - Invest 80% of your time productive prospecting for new business for a period of three consecutive months. If you do, you will see that from then forward, and you will not need to invest more than 20% of your time to maintain the momentum of your exploration. At the maturity certificate of your sales, you will learn a lot of skills, techniques and ideas that will help you learn how to work smarter rather than harder, and to strengthen relations and referrals to build your business empire. Remember - every time you start a new with a new opportunity, or if you are in decline and the need to move quickly - the launch of an action plan of 90 days, which includes the Pareto - I guarantee that you'll be on your way to 20% higher than all vendors in the world!
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