...But you can't make him drink
This old saying dates to 1175, so this isn’t a new problem! But I use the “horse/water” metaphor because only 20% of your salespeople will drink the water you lead them to.
We’ve all racked our brains about why our salespeople don’t learn, take helpful suggestions, or try harder. You’ll discover the answer to that mystery by embracing the 80/20 Rule.
For example: If your team is 20 people, - 4 of them will "get it." If your team is 10, only 2 will get it. By “getting it,” I’m implying that only 20 percent of your salespeople are thoughtful, intentional, and committed to making 2023 a successful year.
Why is this important? Because the 80/20 Rule could save you 15 to 20 hours a week that you can invest in High Payoff Activities. That’s the amount of time you could save by focusing on those few salespeople, the 20%, who are hungry for success!
What could you do with an extra three months in 2023?
The bonus: Some of the followers, the other 80%, will catch on when they see their teammates achieving more.
Your job is to provide all your salespeople with the path to success, but only focus on the 20% who want more in life.
Real Estate is a cyclical business. Most salespeople don’t think they need to learn anything in a strong market. But in a down market, as expected in 2023, some of your salespeople will fail out of the business. Unfortunately, they will miss the pent-up sales in the 2024 market cycle. Fortunes will be earned by those salespeople who have prepared to do better.
This post is the second in a four-part series. If you'd like all for parts now, email me at marie@HPA8020.com
