Everyone has heard of the 80/20 Pareto curve but when it comes to sales, Sharp’s research shows that in a one year analysis period, your top 20% of customers typically account for only 50% of sales, not 80%. Thus, your heavy buyers aren’t as important as you might think.
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There’s not just a risk of conducting the research right now, there’s also risk in postponing it. If you have initiatives that depend on research, you’re going to want to ramp those up as quickly as possible when the business climate is right, and skipping the research could cause delays.
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