Gartner Research

Managing the Cost of Sales by Deselecting Customer Accounts

Published: 05 April 2019

ID: G00708377

Analyst(s): Sales Research Team

Summary

Many organizations fail to consider how customer segmentation and tiering strategies impact the cost of sales. CSOs cannot tier accounts solely based on revenue goals. Instead, they must use a balanced approach, including costs of sales, to sustainably meet goals.

Table Of Contents

About [Name of Interviewee(s), Role, Company] or About the Panel

Recommended by the Authors

Endnotes

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.