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Few enterprises truly understand the actual profits generated by the individual sales they make. Most metrics for sales effectiveness are monitored by reviewing top-line revenue results. Yet, the most critical determinant of on-going business viability is understanding what revenue actually drops to the bottom line after all costs have been taken into account. You must understand what profit is generated by sales to each of your clients. Then, consider the benefits, vulnerabilities and the cumulative impact these sales have on your business. Knowing the breakdown of the profitability by individual sale can have a significant impact on your ability to achieve your business goals.
Knowing the breakdown of the profitability by individual sale can have a significant impact on your ability to achieve your business goals.
Jill Johnson is the President and Founder of Johnson Consulting services, a highly accomplished speaker, and an award-winning management consultant. Jill helps her clients make critical business decisions and develop market-based strategic plans for turnarounds or growth. Her consulting work has impacted nearly $4 billion worth of decisions. She has a proven track record of dealing with complex business issues and getting results. For more info, visit jcs-usa.com.
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