Pareto Rules In Sales

How To Focus On The 20% That Matter, And Ignore The Rest

What if I told you that you could sell more, fast-track your promotion and work less all at the same time?

Sounds too good to be true, right?

That’s what I thought before I saw it with my own eyes.

Pareto’s Law states that 80% of our results come from 20% of our effort.

In sales that means:

80% of your revenue comes from 20% of your customers.

80% of sales commissions are earned by 20% of sales reps.

80% of your results can be achieved in 20% of your time.

In sales, Pareto’s Law is an absolute game-changer!

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And yet…

Most of us are working too hard,

working too many hours in our day,

not getting the rest and recovery we need AND

not living the balanced lifestyle we deserve.

I asked myself: Why is that? Why do we do that to ourselves?

And what I found is:

It’s because we are ambitious and want to achieve the maximum outcome.

It’s because society recognises us for working really hard.

It’s because we are ignorant and we don’t know how to actually apply Pareto’s Law in practice.

The result of this?

I looked into the 2023 Salesforce State of Sales Report, and I was shocked! What I found is this:

63% of software sales professionals missed their quota in 2023. How many of them do you think worked hard?

The problem: sales professionals ONLY spend on average 28% of their time actively selling - that means generating new pipeline, or progressing existing pipeline.

The remaining 72% of their time is spent on activities that do not directly contribute to their sales success.

Here’s something for you to think about: you can actually be more successful in sales if you work less.

Working hard is a trap! A trap that destroys your ability to do high quality work, serve your customers and land new business.

I’m not here to just make a bold claim and expect you to believe me. I know that some of you have maybe heard this stuff before and think it’s all BS.

I will share with you 3 lessons from my own sales career.

These 3 stories will reveal the principles that helped me go from broke college grad to top performer at Salesforce, to now 6-figure entrepreneur, LinkedIn thought leader and international keynote speaker in only 5 years - and you can do that too.

These principles will teach you how to master Pareto’s Law in sales and unlock your code to unlimited sales success.

Stay tuned for story #1 in the next newsletter.

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