Missing your monthly target tells you what happened, but rarely explains why. Find where targeting, conversations, objections, proposals, follow-up, or conversion are losing momentum. Comment REMEDY to join the waitlist for a monthly Sales Advisory Program.

Strong revenue can still leave an owner struggling with payroll and bills when earned money takes too long to become usable cash. Trace the journey from completed work to money in the bank. Payroll clears Friday. A major supplier expects payment Wednesday. The accounting system reports a profitable month. The bank balance says something very different. Andre opens accounts receivable and finds the explanation scattered across several places. Completed work hasn't been invoiced yet. Several large invoices are approaching 30 days. One customer is disputing part of a bill. Two payments have been initiated but remain unavailable. Meanwhile, the company has already paid employees and suppliers for much of the work. Andre's business has earned revenue that someone else is temporarily financing with Andre's money. A statistical report showed that 59 percent of surveyed small businesses have invoices more than 30 days overdue. Businesses carrying unpaid invoices are owed an average of $17,700. Forty-nine percent say ordinary payment processing times themselves create moderate or critical cash flow gaps. The remedy begins by abandoning the idea that “accounts receivable” is one problem. Separate the cash journey: Work completed → Invoice created → Invoice delivered → Customer approval → Due date → Payment initiated → Payment processed → Cash available

Is your biggest business challenge causing distance between you and your small business future? Choose the ONE area where you need the most help right now. Poll: What would make the biggest difference to your business over the next 30 days?