Gartner Research

Manage Cost of Sales by Deselecting Customer Accounts

Published: 07 June 2019

ID: G00386525

Analyst(s): Dave Egloff


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

Table Of Contents
  • Key Challenges



  • Challenge Midlevel Sales Leader Customer Tiering Decisions With Data-Driven Objectivity
  • Leverage Sales Leader Feedback, but Hold Them Accountable to Their Customer Tier Assignment Decisions
  • Scrutinize the Existing Customer Tier Assignments

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