Sales Strategy
There is a very common sales strategy used among many different sellers of many different things.
Cars, houses, network marketing systems, and pretty much every sales job that is based largely on commissions.
The system is very simple.
Hire anybody with a pulse, give them a basic overview of the product, and turn them loose.
Winners Win
Those that can sell, will sell, and continue to sell.
Those that can’t, won’t, and will disqualify and remove themselves.
When the watch, an accurate portable timepiece was invented, it was because of a reward put up by the British government.
They knew exactly what they wanted, but at the time they had no idea how they’d build it.
Swinging Watch
At that time, the only accurate time keeping devices were pendulum based, and this requires they be heavy and stable.
For reasons of national security, the British Government needed a light and portable time keeping device.
After the Industrial Revolution, there have been two kinds of inventions.
The stuff that is invented on purpose, and the stuff that is invented by accident.
Past Is A Mystery
Humans have a hard time understanding what happened in the past.
Our perception and ideas of reality are filtered through our many biases.
The Pareto Principle says that of any system, 80% of the work will be done by only 20% of the components.
For example, if you have a ten member sales team, then 80% of the sales will be made by 20% of the sales people.
That’s My Lucky Shirt!
If you have a hundred shirts in your closet, then you’ll wear 20% of them 80% of the time.
But because of our biases, namely hindsight bias and survivor ship bias, coupled with our ego centric view of things, we act like the Pareto Principle doesn’t exist.
Consider legacy publishing companies, that were responsible for publishing books before the internet was invented.
Before a book was published, it would essentially go through two levels of filters.
Pareto Agents
The first filter would be the independent agents.
The second filter would be the editors at all the various publishing companies.
The idea is that agents would represent a manuscript unless they thought it could sell.
And the editors wouldn’t publish a book unless they thought it could sell.
You Can’t Stop Pareto
But even beyond these two filters, Pareto still holds true.
20% of books published by any company make up 80% of the sales.
Of course, it doesn’t stop there.
Within that top 20%, another 20% makes 80% of those sales.
Which means that 4% of books make up more than half of all sales.
Subsidized By King and Clancy
And often, many of those books in the lower half are actually losing money.
One way of looking at this is that the top selling books by any publisher actually subsidize the losers.
Books that are published, and marketed, but don’t make a positive ROI.
These negative ROI books have passed through both the agent and editor filters.
Random Success
Many of the best inventions are made after many, many trial and error attempts.
The most famous is Edison and the light bulb.
The outcome was known, of having a source of light not dependent on oil.
But how that would happen was completely unknown.
But most inventions are not based on a known outcome, they are only based on trying to create anything that might sell.
Nobody Knows Ahead Of Time
And we can imagine the Pareto principle works for inventions as well.
Once they invented the portable time keeping device, it made ocean navigation much easier.
Fixing latitude was easy.
Just see where the sun is at the highest point, and that’s pretty close.
Dead Reckoning
But longitude is much more difficult.
For this you need an accurate time keeping device.
Which is why when the watch was invented to win the government award, the reach power of the British Navy grew exponentially.
With plenty of independent inventors all trying to win an award, the outcome was inevitable.
Weight Loss Ice Cream
With even the most ridiculous product, you can find plenty of people to try and sell it.
Which is why there are endless numbers of network marketing companies always around.
Promise people easy money, come up with any product possible and use the Pareto sales model and you’ll find enough people willing to try and sell it.
This same model works not just for sales, but for life as well.
Pareto Mother Nature
Natural selection essentially works on the same models.
Random life forms keep popping up, and whoever can survive, survives.
Whoever can’t, can’t.
They will disqualify and remove themselves.
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