CRO · Framework · Intermediate · Saves 35+ hours
Sales Segmentation Framework
A framework for segmenting customers for targeted sales strategies.
What's included
- Segmentation dimensions
- Segment definition process
- Sales motion by segment
- Resource allocation
- Performance tracking
Best used when
- Designing go-to-market strategy
- Allocating sales resources
- Building segment-specific playbooks
- Optimizing coverage models
The template
The Template
SEGMENTATION DIMENSIONS
Segmentation Criteria
SEGMENTATION DIMENSIONS
FIRMOGRAPHIC:
☐ Employee count
☐ Annual revenue
☐ Industry/vertical
☐ Geography
☐ Company type (public/private)
TECHNOGRAPHIC:
☐ Tech stack
☐ Tools used
☐ Infrastructure
☐ Integration needs
BEHAVIORAL:
☐ Buying history
☐ Engagement level
☐ Growth trajectory
☐ Technology adoption
FIT-BASED:
☐ ICP match score
☐ Use case fit
☐ Value potential
☐ Competitive position
Primary Segmentation Matrix
| Dimension | SMB | Mid-Market | Enterprise |
|---|---|---|---|
| Employees | 1-99 | 100-999 | 1000+ |
| Revenue | <$10M | $10-500M | $500M+ |
| ACV Potential | <$25K | $25-150K | $150K+ |
| Decision Makers | 1-2 | 3-5 | 5+ |
| Sales Cycle | <30 days | 30-90 days | 90+ days |
SEGMENT DEFINITION
Segment Profile Template
SEGMENT PROFILE
SEGMENT NAME: _______________
DEFINITION:
Size: _____ employees
Revenue: $_____ to $_____
Industry focus: _______________
Geography: _______________
CHARACTERISTICS:
Buying process: _______________
Key stakeholders: _______________
Typical challenges: _______________
Success criteria: _______________
ECONOMIC PROFILE:
Target ACV: $_____
Sales cycle: _____ days
Win rate: _____%
CAC: $_____
MOTION:
Sales model: _______________
Rep type: _______________
Quota: $_____
Account load: _____
Segment Prioritization Matrix
| Segment | TAM | Win Rate | ACV | LTV:CAC | Priority |
|---|---|---|---|---|---|
| Enterprise | $ | % | $ | 1-5 | |
| Mid-Market | $ | % | $ | 1-5 | |
| SMB Growth | $ | % | $ | 1-5 | |
| SMB Start | $ | % | $ | 1-5 |
SALES MOTION BY SEGMENT
Segment Motion Design
| Segment | Motion | Touches | Channel | Tools |
|---|---|---|---|---|
| Enterprise | High-touch | 50+ | Field | In-person, custom |
| Mid-Market | Consultative | 20-50 | Hybrid | Video, phone |
| SMB High | Velocity | 10-20 | Inside | Phone, email |
| SMB Low | Product-led | 5-10 | Digital | Self-serve |
Resource Allocation by Segment
SEGMENT RESOURCE MODEL
ENTERPRISE:
AE quota: $1-2M
Accounts per AE: 10-30
SE ratio: 1:2 (SE:AE)
CSM ratio: 1:5
MID-MARKET:
AE quota: $800K-1.2M
Accounts per AE: 30-80
SE ratio: 1:4
CSM ratio: 1:20
SMB VELOCITY:
AE quota: $500K-800K
Accounts per AE: 100-300
SE ratio: Pool
CSM ratio: Tech-touch
SMB DIGITAL:
No AE (self-serve)
CSM ratio: Tech-touch
Support: Pooled
PERFORMANCE TRACKING
Segment Performance Dashboard
SEGMENT METRICS
PER SEGMENT:
Revenue: $_____
% of total: _____%
YoY growth: _____%
Win rate: _____%
Avg ACV: $_____
Sales cycle: _____ days
CAC: $_____
LTV:CAC: _____
CROSS-SEGMENT:
Revenue concentration: ____%
Fastest growing: _______________
Highest margin: _______________
Best LTV:CAC: _______________
Frequently asked questions
What is the Sales Segmentation Framework?
A framework for segmenting customers for targeted sales strategies.
Who is the Sales Segmentation Framework for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Sales Segmentation Framework take to use?
It saves roughly 35+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Sales Segmentation Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Sales Segmentation Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.