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.