Eighty20 Publishing · Business / Sales
The 80/20 Salesman
Sell Where the Money Is
ForthcomingThird on the shelf
Nobody on your sales floor is lazy. They are aimed at the wrong customers.
Eight o'clock on a Tuesday and the floor sounds wonderful — phones ringing, quotes moving, a good man walking a maintenance supervisor through a cross-reference from memory. Pull the call log against the customer file and four calls in five came from the bottom 80 percent of the book: customers who buy a fifth of what you sell, at a margin that does not cover the cost of answering. The 80/20 Salesman is the fix, and it starts with one number — what an hour of a salesperson costs, and what it came back with.
Force-rank the customers. Force-rank the products. Then draw the third curve, the one nobody draws — where the hours actually went — and the territory redesigns itself. Fourteen instruments, built one chapter at a time. No new system. Nothing you cannot get by Friday.
The whole book runs on one company — Ridgeline Industrial Supply, $240 million, 2,400 customers, forty-two outside salespeople — with every number reconciled from the first chapter to the last. Reactive selling is not a personality. It is a design decision, and it can be unmade.
- For
- The CEO or VP Sales who buys twenty copies, and the sales managers who run the week.
- Trim
- 6 × 9 in · black interior · index · figures listed at the back
- Feeds
- The 80/20 Salesman course
Editions
Formats and ISBNs
- PaperbackISBN 979-8-953021-30-2
- EbookISBN 979-8-953021-33-3
Hardcover, Audiobook: numbers listed when those editions exist. Prices are set at publication.
Available to the trade through IngramSpark and to readers through Amazon and your bookseller when published. Wholesale and bulk terms.
The companion
The Field Guide
The 80/20 Salesman · The Field Guide
The fourteen instruments as worksheets — the Account Book, the Scan, the Blank-Cell Map, the one-page weekly review.
- Paperback, letterISBN 979-8-953021-35-7
Letter-size, built to be written in. Print and fillable PDF. The book keeps the narrative; the guide holds the working paper.
The author
Bill Canady
Bill Canady is Chairman and CEO of Arrowhead Engineered Products, Chairman of OTC Industrial Technologies, and the Founder & CEO of The 80/20 Institute. A U.S. Navy veteran with an MBA from the University of Chicago Booth School of Business, he created the Profitable Growth Operating System (PGOS) and has driven more than $3 billion in shareholder value across global industrial markets. He is the author of several bestselling books, including The 80/20 CEO and The Rule of Three.
