Team
97/3
*A* 97% of all your INCOME (SALES/REVENUE) will come from 3% of your PROSPECTS (Portfolio/Community/Family.)
A great sales model won’t let you fight this fact and, should instead, help you deal with it.
97/3 reinforces the need to focus your most QUALIFIED PROSPECTS for the best RETURN ON ENERGY (R.O.E.)
A quick parable/metaphor to reinforce this concept of R.O.E.:
Lions, Mice, and Antelope.
A lion can hunt, capture, kill, and eat a field mouse. But the ENERGY expended is greater than the caloric content of the mouse. If a lion spent her whole day hunting and eating field mice, she would slowly starve to death! A lion cannot live on mice. Lions need antelope. Antelope are BIG. Antelope take more planning, persistence, speed, and strength to capture and kill. But, once killed, they provide a huge feast for a lion and her pride. A lion can live a long and happy life on a diet of antelope. She will die ‘chasing mice.’
A lion can hunt, capture, kill, and eat a field mouse. But the ENERGY expended is greater than the caloric content of the mouse. If a lion spent her whole day hunting and eating field mice, she would slowly starve to death! A lion cannot live on mice. Lions need antelope. Antelope are BIG. Antelope take more planning, persistence, speed, and strength to capture and kill. But, once killed, they provide a huge feast for a lion and her pride. A lion can live a long and happy life on a diet of antelope. She will die ‘chasing mice.’
If you’re spending all of your time and energy going after ‘field mice’, your short term reward is a feeling of ‘ACTIVITY’, and maybe even ‘ACCOMPLISHMENT.’ However, in the long run, you’re going to die. (This is a story. It’s meant to convey an idea. Don’t take the whole ‘kill’ thing too literally.)
The lesson, as it relates to a SALES MODEL – Are we going to continue doing ‘special events’ that aren’t ‘special’, aren’t ‘events’ and are primarily focused on ‘MICE’? Or, are we going to focus on our very BEST and most QUALIFIED PROSPECTS and spend our days HUNTING ANTELOPE.
