“Sales, more sales, better salesmen… WAIT… Do you want sales or profit?”

  • Why sales don’t always equal profit
  • Why adding more sales is not always a solution to cash flow problems
  • If your product is still in the market – is it profitable enough to incent your sales force?
  • Before the fire-hire and launch an advertising campaign, as three questions
    • What does it cost to produce my product or service?
    • For every dollar I increase in sales, exactly how much working capital must
      I generate to support the sales growth?
    • Exactly how profitable is each product?