A frequent sore spot between sales staff and sales management is caused by management’s desire for higher gross profits, and the sales rep’s wish for the ability to reduce prices to meet the competition. Basically, many employees think that owners are making a fortune, and that they have many perks that others in the company do not enjoy.
You and I know that this is typically not the case. When collections lag, we are often the last to get paid. The past few years, this has been the case far too often for many in our industry.