Increasing your odds.(Sales representatives, instructions)

American Salesman, July, 2005 by Hatzivassilis, Alex; Kotlyar, Igor

What are the odds that the next salesperson you hire will be a top performer? If you take a look at your current sales team, you will probably find 20 percent of them are top performers. What about the other 80 percent? They probably could be doing a lot better.

Unfortunately the "20/80" rule seems like an inevitable fact of life, and an expensive one at that. An under-performing sales rep costs you money. By the time you exit under-performing sales reps, they will have cost you double or triple their salary, not to mention lost revenue.

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