How to increase your Sales Reps Performance

In this blog entry, I will build a case as to why your sales reps are not working as hard as they should. Over the past 17 years I have collected evidence related to various sales and marketing activities and have been able to prove that certain high value products, those that bring in the most profit margin, are not always the correct products to focus on in a sales situation. Granted, these high margin products will bring in greater profits if sold, but my research has show that focusing on products with a nominal profit margin might be the better way to go. Look at the below analysis I captured from my Qlik Sense environment showing Sales vs. Margin for different products. The scatter plot dots are also colored by the number of customers that have been sold to. Notice there is a low number of customers who are actually buying those particular products:
 

 

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