A small leak sinks a big ship: how off-account discounts are ruining your business

There's an old saying in golf: Drive is for the show, stalemate is for the win. The point is that the drive - the first powerful blow - can certainly make a strong impression, but for the final score, the stalemate is more important - an unspectacular accurate and accurate blow with which the ball is rolled into the hole. In a b2b pricing situation, sales revenue can be transparent and known. However, it is precisely the limitation of revenue leakage after the sale, which can significantly reduce the value of transactions, that is critical to obtaining the final gain.

Of course, certain rebates, trading costs, and other items that are not included in the sales invoice are based on solid business logic and make sense. But in most cases, they result in a loss of value created, as they rarely affect sales recommendations and motivation. Often sellers do not control them. They can be essentially invisible to anyone in the business and have high costs associated with them.