The 80/20 Salesman — The Field Guide (Fillable PDF)

The book makes the argument. This is the paper you write on.

The fourteen instruments from The 80/20 Salesman, in the order the work gets done. Each one comes three ways: a blank template for your own numbers, the same template filled in with Ridgeline Industrial Supply's numbers, and the questions that keep your team from skipping the step everybody skips.

Start with Day Zero: your A list, gross profit by account and the customer-facing hours behind it. Then build the Account Book, tag every account Defend or Growth, set the scan intervals, map the blank cells, prepare each call and do the coverage arithmetic. Run the one-page weekly review and the eight review questions, and walk the territory for growth.

Your Day One puts the first Monday you choose on one page. The first hundred days and the thousand days set the sequence for the salesperson and for the company. A facilitator's guide runs seven sessions with a district, managers first.

Gross profit, never revenue. Every customer-facing hour to a name. Good enough is a standard, not an apology.

The companion workbook to The 80/20 Salesman by Bill Canady. A five-minute summary of the book at the front gives you everything the guide uses.

Complete fillable PDF, 138 pages. After checkout, BookFunnel emails your download link. Save a copy before entering responses. No physical workbook is shipped. The book is sold separately.