Opportunity Cost
What are Opportunity Costs?
Opportunity costs are the costs of the unchosen alternative.
Examples in Sales
Time spent on unqualified deals instead of ICP accounts, focus on small instead of large deals.
Minimizing Opportunity Costs
Strict qualification, deal prioritization, time-boxing, pipeline reviews.
Conclusion
Awareness of opportunity costs sharpens sales decisions.
Opportunity costs are the lost benefits when sales chooses one option and thus does not pursue other possibilities.