Many years ago, when I worked on sales presentations, my team would spend 80% of our time working on the PowerPoint – debating slide order and color, bullet points and font size, this graphic over that graphic. You name it, we debated it. After all that, we’d spend only 24 hours preparing to present that flawless PowerPoint presentation. We would scramble to get our story together, adding undue pressure and stress to ourselves, and we wouldn’t personalize the story as much as we should have.
Eventually, we began thinking differently, flipping our energy and focus – 80% of our time forming the story and preparing our team, and 20% on the supporting materials. This 80/20 rule helped us focus on our end goal: preparing for a sales presentation, not the supporting materials.
Using the 80/20 rule
It’s all too easy to put your time and energy towards your PowerPoint and supporting materials. But PowerPoint doesn’t run your sales pitch – you and your team do. Applying the 80/20 rule (80% story/team preparation and 20% supporting materials) can keep your sales preparation focused and on track.
Here are four tips: Read more