How can Sales Teams Maximise Profitability Through Margin?

Our comprehensive guide demonstrates how prioritising profits over mere turnover can drive sales team productivity. It addresses key challenges, strategies, and the importance of sales margin in increasing sustainable business growth.

Crucial Questions Raised in the Guide 

• What challenges do your sales professionals face in securing lucrative deals?  

• Do your teams know the importance of being able to walk away from deals? 

• Is your sales team lacking confidence in pre-sale value qualification and post-sale scope management?

• Is targeting your team on sales margin a positive or a hindrance to performance?

• What are the advantages and limitations of focusing on sales margin targets for sales teams?

The Key Topics Explored in Our Guide

With those important questions in mind, we explore the topics to help you maximise your sales team’s profitability through sales margin:

Challenges Faced by Sales Teams in Driving Profitable Deals 

• Discover how sales teams overcome challenges in driving profitable deals, such as negotiating prices, articulating value, and understanding competitors.

• Explore the importance of margin education in equipping sales professionals with the skills needed to make informed decisions. 

• Learn how addressing these challenges is crucial for navigating price-sensitive customers and ensuring sustainable profitability in a competitive market.

Importance of Walking Away from Deals

• You'll discover the importance of knowing when to decline low-margin deals for sustained profitability and resource optimisation. 

• Learn how this decision safeguards against unrealistic precedents, reallocates resources to more promising ventures and preserves negotiation leverage for future interactions. 

• Gain insights into strategically prioritising profitability and conducting careful assessments aligned with your business's circumstances and long-term objectives.

Pre-Sale Value Qualification and Post-Sale Scope Management

• You'll learn how understanding margin goes beyond the sale. Discover how effectively qualifying leads, tailoring offerings, and communicating value secure deals with healthy margins. 

• Explore post-sale strategies for managing scope creep through clear contracts, proactive client communication, and transparent change management. 

• Discover how implementing these practices ensures profitability and aligns sales efforts with long-term business objectives.

Targeting Sales Teams on Margin and its Impact on Profitable Deals

• We explore targeting sales teams on margin to enhance deal profitability while addressing challenges. 

• Discover how it improves negotiation skills, prioritises strategic customers, and refines deal selection. 

• Learn how balancing margin goals with other metrics builds transparency and provides comprehensive training to empower sales teams while maintaining growth and ethical standards.

Why is Margin Important for Businesses and Sales Teams? 

• Learn how understanding margin drives business profitability by guiding growth strategies and balancing revenue targets with profitability. 

• Discover the impact of educating sales teams on margin, empowering them to negotiate effectively, allocate resources efficiently, and identify competitive advantages, and how this helps drive innovation and investor confidence, ensuring sustainable success.

Explore our Other Sales Challenges Guides 

At Pareto, we are committed to providing sales leaders with valuable and expert insights into different challenges you may face in your sales process to help you maximise your profits and growth. Here are our other sales challenge guides: 

Driving your Sales Team’s Conversion Rates and Win Rates

Is Your Talent Driving or Hindering Your Revenue Growth Strategy?

Maximising Marketing and Sales Teams to Drive New Business Leads