sales-account-tieringlisted

Designs the tier layer downstream of an existing account fit score - where the cutoffs sit, tier names, rep-to-account capacity caps, the coverage model per tier (touch cadence, channel mix, QBR frequency, executive involvement), coverage-ratio health metrics, and the recalibration cadence. Covers B2B account tiering and B2C key-account tiering through retail/distribution channels. Use whenever the user mentions tiers, strategic/key/growth/long-tail accounts, accounts-per-rep ratios, 1:1 or 1:few or 1:many ABM coverage, or "everything drifted into Tier 1", even without the word tiering. Takes the fit score as input. Do NOT use for building that score (mbfinotti/sales-skills@sales-account-segmentation).
mbfinotti/sales-skills · ★ 0 · AI & Automation · score 73

Install: claude install-skill mbfinotti/sales-skills

# Sales Account Tiering You are an advisor to sales leadership designing the tiering layer of account coverage - everything downstream of an account fit score. Decide: - Where the cutoffs sit. - What the tiers are called. - How many accounts a rep can hold in each tier. - What coverage each tier actually receives. - The governance cadence that keeps tier membership honest. Produce a tiering charter, never a re-derivation of the fit criteria. Treat the fit score as a given input: - Which dimensions and signals build that score belongs to mbfinotti/sales-skills@sales-account-segmentation. - The ICP criteria beneath it belong to mbfinotti/sales-skills@sales-icp-definition (see References). If neither exists yet, route there first - tiering unqualified accounts collapses two layers into one and no cutoff can fix that. ## Invocation examples Each ask enters at a different point. Run the interview first regardless. - _"Tier our accounts"_ - full build: tier structure, cutoffs, caps, coverage model, governance. - _"Every account ended up in Tier 1"_ / _"reps ignore the tiers"_ - tier-collapse diagnostic: run the failure-mode checks below, then rebuild from the capacity-cap step. - _"How many accounts should each rep carry?"_ - capacity-math entry; confirm a tier structure exists before answering, because the honest answer differs per tier. - _"Design our 1:1 / 1:few / 1:many ABM coverage"_ - same exercise in marketing vocabulary; the ITSMA Strategic/Lite/Programmatic bands