When I worked in sales, the 80/20 rule was definitely in effect - less than 20% of the salespeople produced more than 80% of the sales. In many cases it was more like 90/10, or 95/5.
When I work with salespeople now, the #1 problem I see is the "Something for Nothing" mentality, or as I like to call it, the "looter" mentality (thanks to Ayn Rand for that one), holding them back. Over 80% of the salespeople I hear from want to get the easy sales, but they're not willing to do the work and get the education they need to make that happen. A good example is when I release a product for, say, $97, and small business owners and marketers will review it and tell me it's so great I'm crazy to sell it for less than $500. Most salespeople, on the other hand, will balk at spending even $97 and will demand the information for free.
To make matters worse, many let this looter mentality contaminate the rest of their lives.
Here's an example: Back in March, a customer bought our Insurance Selling Secrets product for $497. It was stated right on the web page, and it's also printed on our return policy web page, that all products priced over $100 carry a 60-day return policy. Well, this particular customer returned it after about 90 days. When we refused to give her a refund, she disputed the credit card charge. Her bank sided with us and agreed she didn't deserve a refund. Then she re-disputed, and again her bank agreed with us. Then she filed a BBB complaint against us, and had an attorney mail us a threatening letter (although it was from PrePaid Legal which, as a policy, we ignore).
Now, think about this: How much money and how many sales could this person have made if she'd spent all that time working, instead of wasting her time trying to get money from us that she wasn't entitled to in the first place?
Here's a person who is basically trying to steal from us, while at the same time failing to work at her job.
No wonder she's not selling enough insurance. In fact, she didn't need our course. What she needed was to learn to focus on getting results, and not on chasing negativity and trying to get things she's not entitled to.
If you haven't read it, Brian Tracy's book "Something For Nothing" is a fantastic read on this subject, and why people like this are destroying America.