Accounts KPI Sales Management 
Harvard Business Review
JUNE 16, 2015
In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not available for accounts C, D, and so on. A confusion between efficiency and optimization plagues many sales efforts. The most under-utilized lever for improving sales is the performance review.
Harvard Business Review
APRIL 8, 2015
They are listed below, each with an example: Profit maximization (long-term): A bank offers accounts to students at a special interest rate to attract a segment of customers whose incomes will later increase. First: Market share is a dangerous key performance indicator (KPI). But the confusion runs deeper than that.
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