Sales leadership strategy - Feed the winners, starve the losers. 80/20 rule.

Mark famously says, feed the winners and starve the losers. I would, at budget time, give 80% of my resources to the top 20%. And I would tell the bottom 80%, you want more? We're, you know, sell more. It's like the early adopter guy. You know, that's like 5%. But the other 95% eventually follow them. So I used to use the analogy of called, you know, everybody's seen the Nature Channel, you know, in the Serengeti Plains when those, you You know, all of the grass eaters go against, and they eventually come to the river, you know, all these gazelles and antelopes. But, you know, the first few people, I mean, the first few, they do, they just get right across the river. You know, the gators and the crocs don't even hardly see them. Those are the early adopters.