If you had to identify a primary way to increase profits in your business, what would it be?
KEY TRENDS: Doing a better job prospecting new customers and increasing the ratio of high-margin sales to total sales blow into this grouping for the first time, coming in second and third respectively. Although it moved into the top slot, reducing callbacks/doing jobs right the first time fell off by 6.9 percentage points. Selling more to existing client base was nearly halved after being the top profit opportunity a year ago. Among “other” responses: higher volume and converting more leads into sales.