Obsession Sales elite can only be a dead end.doc

 PAGE \* MERGEFORMAT 8 Obsession ‘Sales elite’ can only be a dead end Now companies are lack of people, especially the excellent sales staff, so long as to see good sales, the company will spare no effort in its Long into its own. This is very easy to understand because you can quickly realize a good sales revenue, and create greater value for the enterprise, but a good sale is always the least, you can find in that, everybody else can be dug away, therefore, the elite-oriented companies simply may not have good results, in the end should stick to the elite-oriented strategy, or should adhere to the mass-oriented strategy was very worth studying. What is the elite-oriented Elite-driven company that is the sales force adhere to the following view: First of all, only the best salespeople in order to continuously improve sales revenue, and only they are the most important force in the company of other people are unimportant Second, the elite sales force efficiency is the highest, but also the most stubborn fighting force, it can easily defeat rival Third, the elite meet the 20/80 principle, since 20% of the staff completed 80% of sales revenue, so companies should be more resources to these people and do everything possible to retain such personnel. Fourth, accordingly, the enterprise’s mission is to constantly look for good sales staff, and as much as possible so that they stabilize These views are elite-oriented company’s general view, but also inspire them to draw up policies and creating an important basis for the sales force. The above observations seem correct, but all applications of this strategy, the company will not have a good end. First of all, the elite would mean a high degree of concentration of sales, the lifeblood of the company more concentrated in a few hands of a few sales staff inside, this risk goes without saying that I believe no one owner is willing to see such an outcome. Second, 20% of sales was due to 80% of the