There are many steps that go into finalizing the sale of a product or service; there is pricing, then quote creation, negotiation, approvals, and contract and order management. Once all of the work is done to complete each of those steps, the sale is complete… at least as far as your sales team is concerned.
PayStream Advisors, a financial research and advisory firm, conducted a study to better understand the order to cash cycle. In it, they discovered what are some of the most common challenges facing collection departments and effecting the order to cash cycle. When 80 percent of revenue is coming from only 20 percent of customers, you