They therefore require a quick-thinking and reactive approach to work. And to maintain the company’s competitive edge, they have to be as close to the action as possible by making the right decisions on issues such as customer risk.
That said, it’s generally the sales teams that manage risks in real time. Rather than turning down orders from customers with a high risk profile and stopping the sales team from even trying to win these types of orders, it would surely be better to have some foresight and point sellers in the direction of viable companies from the outset.
This approach ensures revenue growth without taking any risks in terms of profitability.