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Analyze customers like you analyze the profits on your products. There may be customers that you are not made to sell to. Line up the profit margins of your customers each month and take into consideration the amount of time spent on a customer making very profit margin and what you could be doing looking for larger more profitable accounts. List out the worst 10 or 20% of your customers and make decisions to improve their performance (raise prices or they leave). Teach your sales people these type of customers are not going to help their wallet by reducing their incentive programs for unprofitable customers. They will want to raise the prices themselves.
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