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Feed the top 20 of your sales force for success - Mark Maloney on BoneChat 56 short

2 Jan 2025 · 1 min

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Mark Maloney argues sales leaders should spend 80% of resources on their top 20% of reps and let the bottom 80% fend for themselves. He sees sales as a Darwinian arena where scarcity and pressure push weaker performers to improve or leave.

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I want to give 80% of all of our resources to the top 20%. He said, what about the bottom 80%? I said, screw them. I said, you know, this is not the government, this is not the military, this is, you know, this is a really Darwinian business, a sales business. This is like being, you know, it's like Gladiator. It's in— it's the arena. It's very binary. And I said, the guys that are starving That, that'll motivate them to be in the top 20%.

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