Few businesses truly understand the actual profits generated by individual sales. Most metrics for sales effectiveness are monitored by reviewing top-line revenue results. Yet the most critical determinant of ongoing business viability is understanding what revenue actually drops to the bottom line after all the costs have been taken into account.
You must understand what profit is generated by sales to each of your customers. Then consider what the benefits and vulnerabilities of the cumulative impact of these sales mean to your business. Knowing the breakdown of profitability by individual sales can have a significant impact on your ability to achieve
Is It Time to Cut a Few Customers Loose?
A careful examination of your company's profits by individual customer and client segments may reveal that you're working for nothing in some cases
Feb 22, 2021 | by Jill Johnson |
