1Who is this customer?
A name or a short description. It ends up on the printout.
2What do they buy in a year?
List what this customer uses. Put the company’s annual revenue in the first column, and the income that flows to you — commission, bonus, whatever your plan pays — in the second.
| Company | Salesperson | ||
|---|---|---|---|
| Product or service used | Annual revenue | Your income from it | |
| Per year | — | — |
3How long do they stay?
Be honest rather than optimistic. Think about the customers you have actually kept, not the ones you hope to.
years
Total in-pocket value to you
—
Lifetime value to the company
—
Your income per year
—
From this one customer
Your income per month
—
What walks out the door if they leave
Your share of their spend
Income as a share of company revenue
Company
What the account is worth to the business
- Annual revenue—
- × years as a customer
- Lifetime value—
Salesperson
What the account is worth to you
- Your income per year—
- × years as a customer
- Total in-pocket dollar value—