News > Headlines


Sales Tip of the Week: Take the 80/20 Rule to Heart

You've likely heard of the 80/20 Rule, also known as the Pareto Principle. It is used to show how in many cases 80% of the effects are produced by 20% of the causes. Italian economist Vilfredo Pareto founded the principle when he discovered that the unequal distribution of wealth in his country (20% of the people owned 80% of the country's wealth) was also a phenomenon in other countries. Since then, the principle has found application in many areas.

Sales is no different. To make the most of your time, take Pareto's lead and identify the 20% of your activities that are generating 80% of your results/referrals...and do more of it.

He are a few action steps to get you on the right track:

1) Identify where your referrals are coming from
2) Look at your referrals over the last 6 months
3) Identify the specific activities generating these referrals
4) Increase the amount of time you spend doing the specific activities that are generating your results (from #3) and reduce the activities that are not generating the results
5) Maximize your efforts and time by doing those things that bring in the results!

While it may not be as simple as it sounds, you'll be amazed at the results when you focus on that crucial 20%. So get started today!