Most companies are flying blindfolded when it comes to controlling profitability. It’s not that they can’t measure profit margins. They know how the business is performing in terms of overall profit. They just don’t have visibility to the drivers that determine profitability. Profit is an outcome of a number of drivers that are constantly changing. Unless […]

Sales operations have historically been tasked with driving top line results. Today, the very best sales teams are boosting profitability and company value too.  Front line teams have access to the highest leveraged drivers to impact profit margins throughout their daily activities. Improving awareness of these drivers and their impact on margins alone can deliver […]

Sales teams have historically been tasked with driving top line revenue to fuel growth and market expansion. They have within their control several strategic levers to affect sales outcomes. Among them are value propositions, product selection, pricing, selling strategies and negotiation tactics. Sales performance hinges on the effective execution of these levers. Companies invest heavily […]