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.
What would it be like to really look in the mirror? I got the perspective of a person we’re...