Creating the path to profitable growth--Companies need to find out which customers are profitable and where to find more

摘要

It seems that most sales forces, demotivated and disengaged by the lack of success in the last two years, have hunkered down and completely forgotten that sales is an activity. To be successful, a salesperson has to be active. Before the recession, most businesses could coast along and rely on their credit lines to make up for shortfalls in sales. "Good" customers could be subsidized, and customers who didn't pay or went under could be ignored by using reserves or just borrowing more cash. Satisfying customers, no matter the cost of doing business with them, was the gold standard for a lot of businesses.