| The right person for any sales system is one | | | | not the answer. Analysis should be focusing |
| who understands that building toward success and | | | | attention to tackling the major causes of success |
| more wealth in sales is a gradient. If you're not | | | | (only), rather than wasting valuable time on |
| accustomed to tightly following plans or working | | | | focusing on deficits. |
| from a blueprint or checklist, a sales system is | | | | When you do an analysis you are suddenly |
| probably, NOT for you. | | | | confronted with bits and pieces of things that |
| Most sales systems and sales training materials | | | | cannot be classified as normal, and yet they really |
| support the same old principles, and most sales | | | | are working. This is called an anomaly. An anomaly |
| consultants believe there is not a best sales | | | | is really a paradigm waiting to be born - if it |
| system, or a one-size fits all. They believe the | | | | makes it to a full term. Paradigms are tough on all |
| one they have is good enough -- This, despite | | | | of us, it is a change, and it seems we all have a |
| very low closing ratios and high turnover in the | | | | thirst for the status quo - life would be simpler. |
| sales world. | | | | The word paradigm itself is used to describe a |
| Some have taken a new approach to sales | | | | modification in basic assumptions about anything, |
| training material.. They have coupled new research | | | | in this case sales consultancy. Paradigm should be |
| with a strict investigation into successful actions. | | | | contrasted to the word "normal". An anomaly is |
| The 80/20 Rule, also known as Pareto's Law, | | | | not normal. |
| appears to be a universal truth that applies to | | | | An intellectual revolution occurs when experts in |
| practically all aspects of life. The 80/20 Rule is a | | | | any field encounter anomalies or paradigms that |
| powerful and effective tool for making continuous | | | | cannot be readily explained by universally |
| improvement and for problem solving. A Pareto | | | | accepted basic assumptions, i.e., what is normal. It |
| Analysis modeled after individual sales consultants | | | | is the old guard fighting the new guard. |
| can effectively employ Pareto's Law, in order to | | | | If anomalies are clustering into a paradigm, and |
| separate the major causes of sales successes | | | | the birth of a paradigm seems imminent, the |
| (The "Vital Few"), from the minor issues (The | | | | correct thing to do is to jump on board, take a |
| "Useful Many"). | | | | look and really evaluate it instead of being |
| This is somewhat new. No looking at deficits or | | | | concerned about rocking the boat or being stuck |
| deficiencies. The discovery here is that the | | | | in the popular opinion. The current boat is leaking |
| analysis had been fixated on deficiencies. In our | | | | anyway. There is a place for political astuteness |
| quantum physics world however, it has been | | | | and political correctness -- this is not it. This |
| established that we seem to create what we are | | | | refusing to look also creates sales dinosaurs. |
| focused on. Focusing on deficiencies is therefore, | | | | |