You made the distinction that a renewal dollars target justifies a CSM being categorized as Sales. But if they’re given a retention rate target, they should be COGS. Aren’t those two sides of the same coin?
If I translate the retention rate into dollars retained, why does that automatically make them a Sales resource?
Good down to earth every day topic. Question and answer format was helpful.
You made the distinction that a renewal dollars target justifies a CSM being categorized as Sales. But if they’re given a retention rate target, they should be COGS. Aren’t those two sides of the same coin?
If I translate the retention rate into dollars retained, why does that automatically make them a Sales resource?
Would love some additional color here!