Sound Bite: Segmented Customer Targeting and Life Cycle Value

sales comp podcast

Segmented Customer Targeting and Life Cycle Value


As companies are moving more and more toward having fewer salespeople on the street, those larger accounts become more critical, and as a result it’s really gets into customer segmentation. When you’re segmenting your customers into your A, B, and C type customers, then you need to have a strategy for your compensation program that says here’s what I need in terms of delivery from each of those groups.

Another Helpful Tip Brought to You By The Sales Compensation & Strategy Podcast

The Sales Compensation & Strategy Podcast by the Sales Resource Group offers sound bites and interviews relating to all things sales compensation-related. Join David Johnston to learn how to improve your sales comp plans and get more from your employees.