A salesperson rated 5 and a prospect rated 5 can't close a deal, but pair a rookie with a veteran manager and their combined abilities multiply what's possible. The concept shows why teaming accelerates training and success across any field.
Alright, let's take a look at the concept of it takes 10 to make a sale. What's so great about this is that it really shows how working together allows you to multiply the number of things you can do and how quickly you can get them done when you've got somebody working with you. And let's look at it from a sales standpoint. We'll take two columns and it will go from 10 down all the way down to 1. 10, 9, 8. And what happens here? This is an ability scale. We're not going to put a zero because we assume there's no real zeros out there. How generous. So anyway, let's take a look at the other fellow over here. 10, 9. Now as we look at this thing, you find they have nobody people. Nobody's perfect. But you know, rarely do you find people with the same ability. They always are a little off. Now in this example, the person on the left is a salesperson, the person on the right is a prospect. Now we'll find that if you take a salesperson of activity average ability, they're going to be able to go out and sell the average customer. Now we're talking about a prospecting ability from willingness to buy, interest in the product and ability to kind of follow what the salesperson is talking about. Now where the problem is going to be is anybody who's below average, they may need the product. The problem may be they're just not getting through to them. And so the average person is going to sell the average one. But down here he's lost. Now he's going to be able to sell all of these. You know this is going to work because you add them up, they come up to more than 10. So we got the concept down. Now let's just take someone who is, let's just say over here, if we had a salesperson who wasn't that sharp and was just getting started, if they go out, they're going to only be limited to selling people the seven and above. So they're going to be greatly limited in who they can do. So that's why you find the smart companies don't want to waste prospects, don't want to waste time. They'll go out and they'll send that manager out there with them and they'll send that sales manager, that veteran don't have to go a lot of times. But if you've got a rookie to train, see, you can go. Don't send them out there to flounder on their own. Take one of your top guys, let them go out and look what happens. Now you can sell this by working together. Now you can sell just about everybody. You know, it all works because of the ability there. And so that's the advantage of having the sales manager go out and be able to train a rookie. And that's where the concept of it takes 10 to make a sale comes in. And it also works in team buildings. It applies anywhere you want things done quickly and well, because nobody's good at everything, everyone's good at something. And working together allows you to multiply the number of things you can do and how quickly you can get them done.
