Who would have predicted that Vilfredo Pareto’s famous 80-20 rule, formulated more than 100 years ago, would still apply to sales organizations today?

Research consistently demonstrates that more than half of those in professional sales lack the basic attributes required for success in this difficult profession – attributes that world-class salespeople possess as natural gifts or develop through training or single-minded focus. Of the remaining half, half of these have the potential for success in some form of sales, but are currently selling the wrong product or service. That leaves about 25 percent to sell about 80 percent of the world’s products and services

Have you ever hired a new sales team member who didn’t work out as you expected?