If you have been in sales for any period of time you have learned that gross margins are an extremely important part of your livelihood. In fact, the better designed compensation plans pay on margin and not top line gross sales.
Depending on your industry, the simple reality of margin preservation is a troublesome activity. The rise of procurement or strategic sourcing typically has you scrambling and spending large amounts of time justifying the smallest increases. If it’s not procurement it’s the savvy department head who has thoroughly researched your deliverable and knows exactly how to shrink your beloved margin.
What can a sales person do to enhance their position and get paid for what you deliver? In my experience, margin enhancement comes down to three main points:
Speed is defined as how fast the client needs the product or service. What should you do if your…
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