Better management of just about anything begins with doing a better job of measuring, so you will not be guessing the size of the problem.
There’s one thing that employees value— especially younger managers and salespeople—and that is education.
Negotiating is a skill. Some customers are experts at persuading salespeople to reduce the price they are authorized to quote.
What can the failure to properly train a salesperson cost your company? Unfortunately, this is a number that is extremely difficult to precisely determine, but based on my experience, it is substantial.
Regardless of the crisis your business may be suffering, nothing will have a more adverse effect on your company’s gross margin than failing to prepare your people to deal with the price objection.