Most sales forces are not lazy. They are aimed at the wrong customers. The 80/20 Salesman starts with one number, what an hour of a salesperson costs and what it brings back, then shows sales leaders how to rank customers and products by the gross profit they return, see where the selling hours actually go, and redesign territories, coverage and the weekly sales review around the accounts that pay. The method runs on fourteen practical tools and follows one composite distributor, Ridgeline Industrial Supply, through a full year, with every number reconciled from the first chapter to the last. A companion Field Guide holds the worksheets.
