Published: 01 August 2023
Many chief sales officers use linear account tiering to set a range of high- to low-touch engagements and complement their customer segmentation strategy. To drive situationally specific and more productive sales interactions, CSOs must consider the nonlinear, 4-box alternative.
CSOs often default to traditional, linear tiering strategies that rely on subjective criteria — like sellers’ preference or “gut instinct” — which lead to less prescriptive customer engagements.
Customer account-tiering decisions must cascade from strategy to execution, but many sales organizations miss the opportunity to align tiering decisions with other aspects of sales design and deployment. As a result, customer interactions are less effective.
To improve their sales coverage model, CSOs should:
Adopt nonlinear account assignments to clarify engagement strategies by contrasting tiering strategies and exploring the benefits of each customer stratification approach.
Cascade nonlinear assignmentdecisions to sellers and sales planning
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