Explain Cost-to-Serve to Sales
Use ABC language to discuss customer profitability without sounding anti-revenue.
Elena E VP Sales 1 Open 2 Test 3 Commit Elena says the biggest customer must get whatever they ask for. Finance sees the same customer generating thin contribution after custom onboarding and premium support. The conversation will either create shared ownership or another finance chase. turns decision 0 blame Activity-Based Costing Activity-based costing works because many overhead costs do not move with a single broad volume measure. Traditional allocations often spread shared cost by revenue, labor hours, or units, which can make simple products look too expensive a Use the framework out loud so the other person sees why…
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