THE RULE OF BUSINESS
The rule of business The 80/20 Rule in Selling When I started selling, someone told me about the Pareto principle, also known as the 80/20 rule. He said, “The top 20 percent of salespeople make 80 percent of the money, and the bottom 80 percent only make 20 percent of the money.” Wow! I was young, and this was a real eye-opener for me. I made a decision, right then, that I was going to be in the top 20 percent. Later I learned that this was one of the most momentous decisions and turning points of my life. Again, the top 20 percent of salespeople make 80 percent of the sales and 80 percent of the money. The bottom 80 percent of salespeople only make 20 percent. Your mission is to decide to join the top 20 percent, and then to learn how to get therethe top 20 percent of salespeople. It says that the top 20 percent of the top 20 percent, which equals the top 4 percent, earn 80 percent of the money in the top 20 percent of salespeople. Wow! In every large sales force, four or five people ...