It is not unusual to find sales representatives who spend 80 percent of their time with customers who account for only 20 percent of their sales.

Question

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This statement reflects the Pareto Principle, also known as the 80/20 rule, which suggests that 80 percent of results come from 20 percent of the causes. In sales, this often means that a small percentage of customers generate the majority of revenue. Therefore, it is not unusual for sales representatives to spend a disproportionate amount of time with those customers who account for the bulk of their sales, rather than spreading their time equally among all customers.

It Is Not Unusual to Find Sales Representatives Who Spend