All Star Sales Teams

Introduction

For the president of one of the nation’s leading specialty food manufacturers it is déjà vu all over again. Whether the economy is up or down, or at a predictable point in the life cycle of his sales staff, many of his best people will be lured away to other companies. Expenses climb as it takes more money to either keep his current staff in place or recruit new talent. Then there are his marginal players, who continue to stay marginally in the game. Why can’t he get them to leave? He feels a hostage of the 80/20 rule. Twenty percent of the s taff makes 80 percent of the difference, and that 20 percent pushes the increasing cost of his entire payroll. His expenditures grow faster than the productivity being generated.

As this president ...