So if the number one cost in sales is not leads, what is it?
Hint: it’s also not:
travel and expenses
CRM or the tech stack
it’s not even the training budget!
I’ll show you what it is with a simple example, which is like erosion – drip, drip, drip …
Here goes:
Discounting
A lot of salespeople might just knock off 5% to get a deal over the line. Let’s see what that means in numbers.
Let’s say you have a 20% margin, then that 5% has just wiped out 25% of your profit
What if they give 10% discount?
Then that destroys 50% of your profit
Ouch!
Now, imagine that happening across your entire sales team, week after week, month after month, quarter after quarter….. Millions vanish. Not because of lost deals but because of unnecessary discounting.
The alternative is selling on value.
What would it mean in numbers for your team )£1 million revenue on £20 million turnover – and remember that’s just turnover, not margin)
Let’s chat