Customer classification
Customer classification enables you to organize and select customers who are most valuable, know where to focus your time, and enable you to tailor your service to meet different needs. Carrying out this exercise within your business unit will enable you to identify and set strategic priorities for each customer set, to determine their financial impact. We have a target for a salesperson to spend 80% or more of their time in Growth or Nurture customers (i.e above the line) and no more than 20% of your time in Self serve & Sustain customers (i.e below the line)
The customer classification model seeks to estimate selling profit potential and share of wallet of existing and future customers, to categorize them easily within our 2-by-2 grid to map. We recommend you speak to a team member as this may have already been completed for existing or potential target customers. We do, however, recommend you review your customers regularly.
Link - Customer classification
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