B2B Reward Programs

The 80/20 rule in sales – fact or fiction? Fifteen years ago, a study by the Sales Executive Council in the US busted one of the most common armchair myths in sales performance – the 80/20 rule. The top 20% of your salespeople are not in fact responsible for 80% of revenue. The reality? In a typical sales team, the top 20% are responsible for about a third of revenue. It does vary of course, but even in very complex sales environments, the best performers are rarely contributing more than 40% to revenue over extended periods. It’s an open question how well this...