Sales or Profit ???
Over the years sales executives have been targeted on actual sales turnover.
But thankfully at last companies are waking up to realise that the profit element is as, if in fact not more, important.
On many occasions, in my sales and marketing advisory role, asked what profit had been achieved and I received a very blank look. All they seemed interested in was achieving their sales turnover in order to get their bonus.
Once I started analysing sales versus profit, in many occasions, the sales staff were getting some good bonuses on turnover which had actually made a loss.
TTNY has been set up so each sales executive is judged on Sales & Profit Targets ensuring that the majortiy of work completed will be bringing the required level of contribution into the business.
Often work we do is actually in fact not worth doing . By drilling down to each individual project level can avoid this being the case.
If you need any help with sales teams please contact kathryn@legworkms.com or take a look at www.legworkms.com