Your Manager Has Your Number: Sales Metrics and the 80/20 Rule

 Pareto-principle-sales-results

Most salespeople aren't successful. It's not that they don't generate enough revenue to pull their own weight (most do), but in the eyes of their management the majority aren't making the cut.

Only a handful of "stars" blow away their quotas and win an invitation to the company's sales club vacation year after year. Everyone else slaves away in the trenches unrecognized. Not exactly fair, right?

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Need Effective Customer Insights? Use These 5 Factors for Competitive Advantage

   Competitors

When detailing the value of software for a prospect, I often run up against the objection: "That's not hard value. We don't count soft dollars."

We've identified how software could enable savings, but the prospect doesn't believe the benefits equate to clear changes in operating costs. They can't justify the investment.

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