The Science of Scaling Q&A | How Do You Decide Whether CS or Sales Owns Revenue from Customers?
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Aug 8, 2024 Tackling the dilemma of revenue ownership, the discussion reveals insights on whether Customer Success or Sales should take charge. It delves into the merits of role specialization, distinguishing between 'hunters' and 'farmers.' Explore effective decision-making frameworks and the importance of a motivating compensation plan. Learn about the Leading Indicator of Retention and the necessity of CFO collaboration in these strategies. Keep those questions coming for more enlightening conversations!
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Hunter vs. Farmer Trend
- Segmenting sales roles into hunters and farmers is a popular trend.
- However, this approach isn't always the best and depends on the specific context.
Evaluate Sales Specialization
- Evaluate if specializing sales roles is right for your context.
- Consider the pros and cons of specialization vs. generalization.
Specialization Pros and Cons
- Specialization allows you to leverage specific skills at each stage of the sales funnel.
- However, it can lead to misaligned incentives and suboptimal outcomes.