At my first sales job, I had about 25 colleagues who did the same work. After the first month, I noticed something peculiar.
Only 4 of my co-workers brought in more than half of the total sales. I was 17 years old at the time, and I had no idea why that was. These folks were the superstars on the floor — the untouchables.
Little did I know that this relation holds true for almost everything in business. It’s called Price’s square root law, and it originates from academia.
Value Creation Is Not Symmetric
Derek Price, who was a British physicist, historian of science, and information scientist, discovered something about his peers in academia. He noticed that there were always a handful of people who dominated the publications within a subject.
Price found out the following (now called Price’s law):
50% of the work is done by the square root of the total number of people who participate in the work.
In my example, that means 5 people (square root of 25) should bring in 50% of the sales. That means Price’s law is pretty accurate. On my floor, 4 people brought in about 50%-60% of the sales.
After my first job, I noticed the same ratio at every single company I’ve worked with. The contrast was the biggest when I worked in London for a major corporation, where top sales performers were rewarded big.
Only 4 of my co-workers brought in more than half of the total sales. I was 17 years old at the time, and I had no idea why that was. These folks were the superstars on the floor — the untouchables.
Little did I know that this relation holds true for almost everything in business. It’s called Price’s square root law, and it originates from academia.
Value Creation Is Not Symmetric
Derek Price, who was a British physicist, historian of science, and information scientist, discovered something about his peers in academia. He noticed that there were always a handful of people who dominated the publications within a subject.
Price found out the following (now called Price’s law):
50% of the work is done by the square root of the total number of people who participate in the work.
In my example, that means 5 people (square root of 25) should bring in 50% of the sales. That means Price’s law is pretty accurate. On my floor, 4 people brought in about 50%-60% of the sales.
After my first job, I noticed the same ratio at every single company I’ve worked with. The contrast was the biggest when I worked in London for a major corporation, where top sales performers were rewarded big.