About Us
The 80/20 Sales Leader website was created by sales and sales management expert Alan Rigg to provide business owners, executives, sales managers and salespeople with AFFORDABLE access to PERSONALIZED training, training reinforcement and coaching/mentoring. During his 30-year professional career, sales and sales management expert Alan Rigg has been involved in nearly every facet of both small and large company operations, in roles ranging from individual contributor to executive management. During the past 10 years he has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. A 25-year student of selling and sales management, Alan is the author of: He is a past president of the Arizona chapter of the National Speakers Association and specializes in delivering his unique insights into sales and sales management via highly interactive seminars, workshops, webinars and teleconferences. To learn more about the types of products and services Alan's company provides, visit our other websites:
From: Alan Rigg
Scottsdale, AZ, USA Welcome! If you're like most of the people that come to this website, you're probably dealing with one or more of the following situations:
- You're frustrated by "80/20" performance on your sales team, where a small fraction of your salespeople produce most of your company's sales. Perhaps you've invested a lot of time, money and energy attempting to improve performance of "the other 80%," but your efforts have not paid off, at least not as much as you would like.
- You're building a sales team for the first time or you are re-building your sales team after previous (failed) efforts. You're looking for proven processes that will help you minimize expensive mistakes and maximize your salespeople's production.
- You're new to sales and you're not sure what to do. You'd like some help wading through the enormous amount of sales training information that is available in the marketplace, along with targeted coaching and assistance to help you become productive (and make more money!) as quickly as possible.
- You're a salesperson who has enjoyed success in the past, but you are finding it more difficult to sell in the current economic environment. You're looking for tools and resources to help you "sharpen your sword" and take your performance to the next level.
Do any of the above sound familiar? If they do, it's no mistake you've arrived here today! My experience has been that these kinds of challenges are often the result of training deficiencies. It could be a lack of training, training that overlooks critical skills and concepts, or training that does not include enough repetition and reinforcement to enable you to become truly comfortable executing the new skills and concepts.
Sales Training
We have to be careful when we talk about "sales training" because what the phrase really describes is the intended audience (salespeople), not the subject matter that is focus of the training. Is it Product and Service Training that teaches you about specific products and services? Is it Systems Training that teaches you how to use a company's proprietary computer systems, phone systems, etc.? Is it Sales Skills Training? If yes, which specific skills are being taught? Which parts of the sales process are the focus of the training? What kind(s) of "sales training" have you participated in to date? What was the focus of the training? How comprehensive was it? What gaps do you feel you have in your sales knowledge that are holding you back from achieving your goals?
Sales Management Training
Sales management training is another issue entirely because so few sales managers actually receive any training. Far too often a top-performing salesperson is promoted to sales management and the only training they receive is a congratulatory handshake. Yet, there are specific, learnable skills in the areas of sales recruiting, sales compensation, sales training tool development and sales activity inspection that can make a huge difference in your success…and the success of your sales team!
What Investments Are YOU Making To Advance Your Education?
While it would be nice if we could rely on employers to figure out every bit of training we need and provide it, that's not very realistic. After all, each of us brings to the table a unique combination of skills and talents, plus previous training and life experiences. How many companies can afford to take a completely personalized approach to training salespeople and sales managers? Another important issue to keep in mind is Sales is a PROFESSION. Top salespeople in many industries can earn as much as or more than doctors, lawyers, accountants, etc. How much training is required to become a doctor, lawyer or accountant? How much time and money do these professionals invest in their initial education...and in their continuing education? Why should we expect Sales to be any different? What's your plan for increasing your sales or sales management knowledge? What (time and money) investments are you willing to make for the opportunity to enjoy the rewards that accrue to top sales and sales management professionals?
The Dilemma
For some time now I have been hearing from clients and prospective clients who have been asking me to:
- Provide them with very targeted and specific sales and sales management advice
- Answer their specific questions
- Work with them to reinforce concepts and skills they have been exposed to during teleconferences, webinars and training sessions so they can learn the new concepts and skills well enough to apply them effectively in real-life situations
- Provide opportunities for them to receive coaching and mentoring from me on a regular basis
But, some weren't quite ready to commit to my 80/20 Selling System™ programs, either because of the financial investment or the time investment. That's OK - in the past I've been in similar situations, so I can definitely relate.The challenge was figuring out how to provide the support you need, the accountability, the resources and the personal coaching and mentoring required to take your performance to the next level, without the full commitment of my private consulting and training programs. What kind of program could I provide that would give you access to me on a regular basis while keeping it really affordable and on your terms time-wise? After months of research, I found the solution and went to work putting it together for you. The end result is a potent online training resource combined with monthly interactive telephone coaching calls that will support you in learning and implementing proven, tried-and-true sales and sales management concepts, skills and processes.
The Solution: 80/20 Sales Leader
A natural question you may have is, "Why did you create one resource for both salespeople and sales managers?" I thought about creating separate resource websites for salespeople and sales managers, but I kept bumping up against the following two issues: 1. Sales managers want information and assistance to help them build and manage top-performing sales teams. This includes input and advice on recruiting, sales compensation, sales goals, sales territories, sales training, how to coach/mentor salespeople and how to inspect salesperson activities. But, many sales managers are also on a constant lookout for tips and strategies to share with their salespeople. The last thing busy sales managers need is to have to bounce back and forth between different websites to find everything they need! 2. Salespeople want information and assistance to help them learn how to achieve top sales performance. This includes step-by-step strategies and effective processes for dealing with each step of the sales cycle. But, many salespeople are also interested in learning about sales management. After all, sales management is a natural next step for top-performing salespeople. Why not take advantage of the opportunity to proactively address a critical problem in sales management, which is that too few salespeople who are promoted to sales management are ever trained in how to manage salespeople effectively? In the end I decided to combine information for salespeople and sales managers into a single website. I look forward to hearing your feedback concerning how it works for you and what I can do to improve it!
Click here for more information about what is included in an 80/20 Sales Leader membership.
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