Last Updated Dec 11, 2007 9:34 AM EST
Asher, by rolling up the data from three different scientific studies of sales, has concluded that 4 percent of the country's sales pros are responsible for selling 94 percent of the goods and services. That's a very scary statistic, because it implies that the other 96 percent of sales "pros" are only sharing 6 percent of the sales. And that means there are an incredible number of highly unsuccessful sales reps wandering around out there. Asher believes that this lack of talent is directly responsible for the high turnover rate inside most sales organizations. (I would have bet that the main reason is bad management and lousy marketing, but what do I know?)
While I think Asher's about as smart a guy as they come, I can't resist putting his data to a highly unscientific test.
Does your experience square with Asher's statistics? Do 4 percent of the sales reps at your firm (and the other firms where you've worked) generate 94 percent of the revenue?
Help me out with this, because I'm really curious whether your real world experience is the same as Asher's numbers.