Impact of Profitability on Deals that Closed
and Those That Did Not!
Unfortunately prospects don't always tell you why
they did not sign up with you. And you are always
second-guessing your pricing!
This analysis looks at the average profit of those
proposals that closed and those that are still open.
In this case, the closed deals averaged a higher
profit than those that did not!
 | | In situations like this, your salespeople are | | | doing a great job of value-added selling.
Here, the deals that did not close likely left for
reasons other than price.
| | | You have indicators that you can increase | | | your average profit to a point .
|
If the situation were reversed, what are your
options?
| | In a normal environment, we would expect | | | the proposals you priced more aggressively
to close more frequently so open deals
should average slightly higher.
| | | If the difference is substantial, you may want | | | to review the other Profit Reports to target
different regions, industries or lead-sources.
| | | Review the list of salespeople who achieve | | | above average profits. What ideas can they
give the company!
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