Profitable Decision-Making Seminar
Can your people be truly aligned and mobilized around getting paid for the value your company creates, if their understanding of financial matters is a little fuzzy?
Unless your company is unusual, we’d bet that someone in your outside sales force, customer service, or other responsible position confuses gross margin with net profit. That’s right, someone on your team hears “35% gross margin” and thinks that it means the company is netting 35 cents of every sales dollar on the bottom line. That misunderstanding can lead to personnel who think it’s immoral to charge a good customer a price that generates more than 15, 25, or 35% gross margin.
It’s going to be difficult to align your people without getting everyone on a common basis of understanding. Our Profitable Decision-Making workshop is a highly interactive session that uses action learning concepts to deliver an understanding of your customers’ profit economics – and yours. This five-hour workshop lends itself well to being broken into two sessions so you can minimize the time your team is away from serving customers. (It works well to conduct the first session in late afternoon/evening, then finish the next morning.)
In one famous company, this workshop paid back its cost within a few weeks.
For sales forces selling higher-value solutions, we offer half-day and full-day workshops on a customer-centric approach we call OpeningLogicSM.
Prospects and customers have to proceed through levels of learning about your company and your offering, and then come to the conclusion that your company can make them better off. The role of the sales force is to help customers make well-informed decisions, which means helping them through the levels of learning in a systematic way.
Through the Opening Logic workshop, we help your sales professionals "open" customers up to how your company can make them better off – in ways other than cutting the price! The expected outcome is more sales, at better prices.
