What Do You Do When Client Contracts Are Unprofitable?

Views: 3072

John took over the leadership of the ABC Company’s sales team three months ago. During his onboarding, he conducted a profitability analysis of the company’s clients. The analysis revealed that 20% of the client contracts are not profitable for ABC Company. However, through price increases and service scope changes, these contracts can be profitable.

The company does not want to lose these clients, but the contracts need to change. Certainly, there is finesse needed when the salespeople talk about this issue with their clients. And, the salespeople are going to freak out when they hear that they need to fix their accounts.

How would you train the salespeople to have these difficult conversations with clients to achieve the desired contract outcome?

Are there incentives or contests you would put in place for the salespeople or clients?

sgr_main
jquery
wppopups
anything-popup-js
ct_public_functions
contact-form-7
disqus_count
email-subscribers
popupaoc-public-js
tp-tools
revmin
scroll-back-to-top
wonderplugin-carousel-skins-script
wonderplugin-carousel-script
comment-reply
jquery-masonry
twentythirteen-script
the_champ_ss_general_scripts
the_champ_fb_sdk
the_champ_share_counts
google_gtagjs
jvcf7_jquery_validate
jvcf7_validation
kc-front-scripts
ivory-search-scripts
jquery_jcarousel_min
jcarousel_responsive