Sales personnel make all kinds of deals, because their focus is on the top line. The top management however needs to take a more holistic approach towards fulfilling the bottom-line concerns. So, they must realize that at least in the B2B segment, all kinds of deals don’t make sense. As per insights provided by management consulting giant Bain, unless deals are beyond a minimum critical mass, the company will end up making losses. So, more than the mass numbers, B2B sellers must focus on getting deals large enough to cover the costs, scalable and generate repeat business.

Source:http://www.bain.com/publications/articles/lets-make-a-larger-deal-bain-snap-chart.aspx

Uploaded Date: 30 May 2018