Protected: Post three
Protected: Post Two
Protected: Post One
18. Re-Think 2016 Sales-Growth Plans
Are your 2016 Sales-Growth Plans guided by some of these unspoken, dated assumptions?
- All expenses are fixed (for the time being).
- Incremental, new sales and Gross Margin Dollars (GM$s) (less some commissions) flow through to profits and earn more rebates at year end. Carpe economies of scale!
- To get more sales, get more reps to make more calls on more accounts with selling scripts for products from “key suppliers”.
Why Are Macro and Micro Numbers Flashing Red?
17. Rank Customer-Niches by Net Profits and Act
Do you sell price-sensitive commodities? If so, consider reinventing service-value by customer-niche with these eight steps:
- Calculate this Profit-Equation for every customer:
Gross Margin Dollars (less) Cost-To-Serve Dollars = Profit Dollars
Continue reading 17. Rank Customer-Niches by Net Profits and Act