CFO Guide: How to Boost Your Sales Profitability

cfos guide
Discover which customers you should focus costs on to increase margins and profits

Redirect your resources to the most profitable customers

Access the information you need to make investment decisions 

As a CFO, maintaining and increasing your company's revenue is one of your core responsibilities. Strategic management of sales costs and profitability directly influences business profitability and competitiveness. This guide provides a clear, strategic approach for CFOs to enhance financial results through optimized sales strategies.

Why Should CFOs Focus on Profitable Customers?

Increasing profitability doesn't merely involve boosting sales but knowing which customers to target. According to Pareto’s Law, 80% of profits come from 20% of customers. Focusing on this segment maximizes return on investment (ROI) and optimizes resource allocation.

Benefits of Proper Customer Segmentation:

  • Improved gross margin per customer.

  • Clear identification of profitable and loss-making customers.

  • Reduction of resource waste on unprofitable customers.

  • Significant improvement in ROI.

The Top 10 Strategies for Enhancing Profitability

Our CFO guide outlines the 10 most effective and current strategies recommended by experts like Gartner and Bain & Company:

  1. Customer-centric strategies: Enhancing customer loyalty and profitability.

  2. Advanced customer segmentation: Optimize your portfolio by targeting strategic customers.

  3. Optimized Customer Experience (CX): Better experiences lead to higher revenues and lower churn rates.

  4. Centralized customer data (CRM): Better management and real-time data access.

  5. Cross-departmental integration (Sales-Marketing-Commercial): Increased efficiency and stronger sales results.

  6. Process automation: Reduces operational costs and optimizes human resources.

  7. Investment in disruptive technologies: Advanced analytics and AI that maximize sales productivity.

  8. ABC contribution analysis: Clearly identifies customer contribution to profitability.

  9. Focus on margins, not just sales: Shift perspective toward profitable margins.

  10. P&L focused on strategic customers: Increase the profitability of your sales actions.

How Technology Boosts Sales Profitability

Specific technological solutions enable better financial decision-making based on concrete data. Bismart ABC Client Analysis is an ideal CFO tool, providing:

  • Accurate customer segmentation: Real contribution to revenue and profitability.

  • Automated data updates: Up-to-date information prevents losses from outdated data.

  • Identification of strategic and high-risk customers: Make informed decisions on resource allocation.

Technical Advantages of ABC Client Analysis:

  • Rapid implementation (less than a week).

  • Complete integration with scalable, collaborative cloud environments.

  • Developed on Power BI for ease of use and full adaptability.

Tangible Results with ABC Client Analysis

Companies implementing this tool achieve immediate, tangible results:

  • Increased productivity of sales teams.

  • Significant reduction in operational costs.

  • Improved gross margin per customer and segment.

  • Quick identification of unprofitable customers to optimize resource usage.

What Do Experts Say?

Isabel García, CFO of Bismart, states:

“By truly focusing on satisfying each customer, we build more profitable and enduring relationships, reducing capital and time investment.”

Ready to Boost Your Sales Profitability?

Download our CFO Guide now and start making strategic decisions that will drive your company towards sustainable and profitable growth.

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