Sales reps often perceive certain customers as highly profitable because they bring in a lot of business. However, taking a deeper look may reveal that the customer isn't actually profitable. Identifying such customers and taking corrective action is key to halting revenue and margin leakage.
In this tip sheet, read about four methods for dealing with unprofitable customers, including:
Using segmentation to identify underperformers
Establishing the cause and leveraging analytics to take action
Incentivizing sales to improve profitability
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