Too much of a good thing can be really, really bad.
As simple and silly as this one trick might be, the odds are pretty high that it's eroding your margins right now. What should you do about it? And what about the dozens of other tricks your salespeople are falling for?
The way pricing is viewed and treated by the rest of the organization can be frustrating, disheartening, and even maddening at times. So how have leading teams dealt with the misperceptions and disregard?
Some pricing groups will actually choose to remain tactically focused, rather than transition into more strategic functions. Why? Because they got their risk assessment all wrong!
Do these things wrong, and your pricing initiatives will fail. But if you do them correctly, you will see benefits that far exceed the time and effort that you put in.
If people don't get in trouble for breaking the rules, they'll probably keep breaking the rules.
If you want to build a great segmentation, you will need to follow these general rules.