The 8020 Principle - Richard Koch by Must Read Summaries

Author:Must Read Summaries
Language: eng
Format: epub
Publisher: Primento Publishing

Experiment a little. Take a top performing sales team from one part of the business to another on a temporary assignment. Find out whether there are structural reasons for teams to perform differently in the various divisions, and eliminate in-built barriers to success you may not even be aware exist.

Focus sales people’s efforts on the 20-percent of your product line that generates 80-percent of profits.

Similarly, train your sales people to devote more attention to the 20-percent of your customers that generate 80-percent of profits than to others. Ideally, 80-percent of their time should be spent with those key 20-percent customers.

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