was one of the most momentous decisions and turning points of my life.
Again, the top 20 percent of salespeople make 80 percent of the sales and 80
percent of the money. The bottom 80 percent of salespeople only make 20
percent. Your mission is to
decide to join the top 20 percent, and then to
learn
how to get there.
The Pareto principle also applies to the top 20 percent of salespeople. It says
that the top 20 percent of the top 20 percent, which equals the top 4 percent, earn
80 percent of the money in the top 20 percent of salespeople. Wow! In every
large
sales force, four or five people out of one hundred make as many sales and
earn as much money
as all the rest put together.
Never Worry About Money
There is a very good reason to get into the top 20 percent, and then later, into
the top 4 percent: you will never have to worry about money again or fret about
job security. You’ll never lose sleep over employment. The people in the top 20
percent or better are some of the happiest people in our society.
On
the other hand, the people in the bottom 80 percent are worried about
money. One of the great tragedies of our society,
the most affluent in human
history, is that the majority of people worry about money most of the time. They
get up in the morning thinking about their money problems. They think about
how little money they have all day long. When they come home at night, they
talk and often argue about money and how much everything costs. This is not a
good way to live.
