Sales Costs
When Each Order Costs More Than the Last
Each new customer costs more to serve than the previous one, with the same operation.
B2B order operational pains. Sales rep as bottleneck, manual rework, spreadsheet as glue, order cycle that doesn't fit the available team.
Issues
When the Customer Already Knows What They Want, the Salesperson in the Middle Is Cost — Not Service
Not every order needs a salesperson. The recurring one — the customer who rebuys the same thing, on the same cycle, with no doubt — doesn't need to be served, it needs to be unblocked. Treating that rebuy as a new sale costs money and slows down someone who just wanted to buy again.
The Salesperson Closes the Sale — Then Calls the Branch to Ask If They Can Still Sell
When the information the salesperson holds was already born stale, every sale carries a phone call. It's not the team's lack of effort — it's an information friction that turns the moment of the sale into a moment of waiting.
Why a Small Order Costs More Than It Earns
Processing a R$ 400 order costs almost the same as a R$ 4,000 one: the effort is fixed per transaction. That's why the small customer costs more than it earns. With five years of Tracbel data, a read on when that math flips.