IGNITE INNOVATION: “If you’re losing money on every deal, try to make up for it in volume." Say
The situation: This company, a systems integrator, engaged my services after tripling in size the prior year. I was brought in to provide some structure and training to the sales department. What I discovered was the sales team was being paid handsomely for bringing in unprofitable deals, based on top line revenue numbers only. Products were very low profit, and were becoming a commodity. Services were high profit and were true differentiators. The sales force was discou
