I started working with a client that has been in business for several years.  As with all new clients we reviewed their margins.  What I found wasn’t unusual.  The pricing and quoting process were appropriate.  However, once the sale was complete the margins were often very tight.

In this case we educated the sales team to calculate profitability and shifted their incentives to reward profitability. The result was improved gross margin of 6% over a six month period.

Sales incentives are a powerful tool for improved profitability.

YOUR CHALLENGE:  Take a look at your pricing tools and quoting process.  If it is limited to one person, prone to errors or time consuming, look for options to simplify and build quality into the process.

If you would like further information or you have any questions about this blog, you can email me at pjweiland@actioncoach.com or call 847-739-3079.

Please visit www.workingonthebusiness.com to register for our complimentary workshop, 6 Steps to a Great Business, and let’s work together to help your business grow.

About the author,

As an ActionCOACH Business Coach from Chicago North Shore, I understand that time is your most valuable asset. Now, I can help you recreate your dreams and vision…and accomplish the goals you first set out to achieve with your business. Ultimately, you will experience a better quality of life because of your commitment to invest in yourself with the help of an ActionCOACH Business Coach and personal mentor.

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