Studies show that the old 80-20 rule still applies in sales; meaning that in companies, 80% of sales are produced by 20% of the salespeople.  

When you look under the covers of this statistic, you find that these results are a combination of three basic factors:

	Many salespeople are not suited for certain types of sales jobs.  As many as half should be selling another type of product or service and fully 20% shouldn't be in sales at all.
	The right sales skills are not taught and reinforced until they become second nature.
	The majority of salespeople waste their time working on prospects who are not likely to close.  Of course, they don't realize this is what they are doing, nor do they have the skills and strategies to go after the prospects that WILL close.

The biggest competitor
that defeats most salespeople is "indecision"

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