Webinar | The Coverage Gap: Why Account Assignment is Where Revenue Gets Lost

Most sales leaders reach for the comp plan when numbers slip. It's the fastest lever. It's also usually the wrong one.

‍

The real gap sits earlier - in how accounts are segmented, assigned, and whether any of that segmentation is actually changing how your team sells.

‍

In this session, Tom Hill and Kevin Andres from RevenueShift are joined by Matt Flotard, VP of RevOps at Gong, to get into what fixing the model upstream actually looks like. Matt shares how Gong moved beyond standard revenue-tier segmentation to one built on account potential, product penetration, tech stack, and external signals.

‍

You'll come away with a clearer picture of:

• Why size-and-industry segmentation isn't enough anymore, and what to use instead
• How to identify where buying power actually sits within parent-child account structures
• The psychology behind the comp fix default - and what it costs you when the problem is further back
• How to bring data into the segmentation conversation without overcomplicating it

If you're trying to get ahead of a performance problem rather than just react to it, this is the kind of thinking that changes how you structure those conversations.