Ben Zoldan in Stories | September 13, 2016 | No Comments

The 87/13 Rule

Maybe we have it all wrong.
Several years ago, at a sales conference, Greg Alexander stood on the stage in front of a screen with just two numbers on it: 87 and 13. The keynote speaker told us that the 80/20 rule was no longer the case.

After surveying over a thousand B2B sales teams, the data showed that the gap had widened further yet; the top 13 percent of salespeople were now responsible for 87 percent of the revenue.

Is the rule now really the 87%/13% rule?

In this video, We’ll pause to think about what makes the top 13% so effective.



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