DeWese--Turning a Grazer into a Hunter

My mind is like a steel trap and works at about 600MHz, and I responded, "So you mean that 80 percent of your salespeople are only selling 20 percent of your equipment? I think I get the picture!"

The executive whined on. "It's worse than that. Eighty percent of the 20 percent who sell the 80 percent are retiring during the next 36 months. My top prospectors are headed for the pasture. My competitors are going to eat my lunch!"