The 80/20 Rule regarding sales has been proven over the last 50 years as a constant that almost all sales management is familiar with – 80% of sales production is conducted by only 20% of the sales force.

While being in sales for over 30 years and training some of the biggest sales teams across the country, and now seeing current students doubling and tripling production and income, I know the reason for the 80/20 Rule and have a found a way to overcome it.

Imagine getting another 20% of the sales force to produce ANOTHER 80%, and another 20% producing another 80%, and another 20% producing another 80%. That would be a near tripling in business sales. If a full 80% of your sales force was actually living and working to their full potential, what would happen to sales?

Is it possible? Is it probable? I say, “Yes”

How do you and your sales staff break this confounded time-tested rule?

Let me ask this… do they all fit into an “A” type personality or do they fit into all four personality categories?

Which one are you? Who in your sales force do you recognize?

To the Knowledge type – Learning, intelligence, selfmastery, and accuracy are important.

To the A type personality – Action, aggressive, fun and excitement, stimulation, and winning are all attributes.

The Responsible ones – structure orientated, into systems, duty, responsibility, tradition, and planning.

T he Nurturer – Relationships, significance, team work, ethics, community, contribution, and care of others.

The real question is … Why do individuals have these personality traits? How were they developed?

The answer lies in their belief system from childhood. Psychologists say we are all programmed by the age of seven and we make different judgments about ourselves from the ages of 2-5, 5-7, 7-9, 9-12, 12-14, and 14-17 yrs. Remember, there is nothing wrong with these judgments and belief system, yet they were developed by the people around us, our family, passing on their belief and judgments that they developed by ages 2 – 17 yrs. The interesting thing is that when we have these judgments and beliefs, there is a natural and consistent tendency to “act the opposite” to overcome these inner judgments and feelings. The only problem is that these inner feelings never go away and these inner judgments and feelings keep running your life – unless you know the techniques to overcome them. We all know people who are driven by some invisible force. They have to have a new car, or new house, or another $10 million to be happy. Yet when they get what they want, they are still not happy and neither are the people around them. Or there are those that put others down all the time, or those that give and give and give, or those that deflect attention onto systems that work or don’t work.

See if this makes sense to you. Who do you know that are like the following?

KNOWLEDGE TYPE or KNOW-IT-ALL – Knowledge is their thing and they have to come to their own conclusions or be absolutely proven wrong. If you are this type, then you most probably had a childhood judgment that you were Not smart enough or that you were put down by others.

The A PERSONALITY TYPE is always looking to improve, accomplish the next goal, the new gadget, or new car, whatever. If it’s new, exciting, and “in,” they are all about it, yet when the excitement of the newness fizzles out, and it always does, they are on a new search for fulfillment, yet it never happens. Their judgment is that they are “not good enough.”

THE NURTURER or HEN SITTER – they do everything they can to please others, to make things perfect, to show people and their loved ones that they care and they should be loved and appreciated. Their childhood judgments seem to be that they were unlovable, unworthy of love, or not good enough to be loved.

THE RESPONSIBLE ONES – the judgment of being “not good enough” is prominent in every way. They look beyond themselves to make things right – systems, traditional ways to do things, etc. Those that implement these systems are in the hot seat, especially if things aren’t going right – they keep looking to the “systems and plans” to keep the spotlight off themselves because if they can’t live up to their own expectations, how can anyone else?

So, how does this affect you and your sales team? How do you and everyone else overcome these judgments and break this 80/20 rule? Why does overcoming or neutralizing these judgments increase your success in sales?

First comes awareness. In many cases, just the awareness that you made a specific judgment as a child will allow your mind to realize that holding on to this judgment does not serve you any longer and the mind will release it. At least, your mind will feel that you have reached a mature enough level to open up, to neutralize these negative judgments and negative belief system.

The main challenge is that  these judgments and beliefs that are stuck in the unconscious and subconscious needs to be ferreted out to be neutralized. In the SM3 Success training program, one of the exercises we go through is a Life-line Time-line were you can look at, see, and become aware of these beliefs and patterns of your life. Yet, most people need more than that to overcome, neutralize and change these negative beliefs and judgments into more positive and empowering beliefs. The basic fact is that these beliefs and judgments run you and your life. Would you rather be running your life from beliefs programmed by you at 30, 40, or 50 years old, or do you want your life run by judgments and beliefs made when you were 2 – 14 yrs old?

How do you get unstuck? There are a few different ways…

Psychologists – sometimes just talking through the challenges you have faced, becoming aware, and seeing things from a different perspective helps overcome the challenges, yet sometimes, it takes years of this type of therapy with mediocre results.

NLP, Hypnosis, Rebirthing, and Faster EFT are all effective, yet you need a Master Practitioner every time you need to process something rather than you being able to process things yourself. Leave it alone – many people, especially those around us when we were developing our own personal belief system and making judgments, coped with their own negative beliefs, traumas and judgments by burying them alive, which meant they stayed alive and got passed on to us, to each of us, and we pass them on to our children, too.