The 3rd Sales Person NO ONE Talks About

In the world of sales, discussions often revolve around the setting and closing teams, but a third team doesn’t receive the attention it deserves—the Client Success Management (CSM) team. 

This team is vital in driving upsells and ensuring customer satisfaction and retention. This blog will explore and discuss the importance of CSMs, the construction of client journeys, market differentiation, and strategies for maximizing customer lifetime value.


Understanding the Client Success Management Team

The CSM team serves as the bridge between clients and the benefits they seek from products or services. Clients who purchase a product aim to move from their current situation to a desired outcome. CSMs help clients experience the full benefits of their purchases, facilitating their journey toward their goals. They provide guidance, support, and assistance throughout the process, making it easier and more effective for clients to achieve their desired outcomes.


Constructing the Client Journey

A well-structured client journey is crucial for maximizing the effectiveness of the CSM team. The journey should be according to the specific needs and goals of the clients. A standardized approach can be in place in homogeneous markets where clients share similar journeys. However, in non-homogeneous markets, where clients have different needs and goals, creating three to five categories or implementation pathways is essential to accommodate their diverse requirements.


Homogeneous and Non-Homogeneous Markets

Understanding the market type is critical to constructing effective client journeys. Homogeneous markets involve clients who follow similar paths, while non-homogeneous markets require customization based on individual client needs. By identifying the distinct categories within a non-homogeneous market, CSMs can provide targeted support and guidance, ensuring clients receive the assistance they need to succeed.


Maximizing Upsells and Retention

One of the most significant opportunities for CSMs lies in maximizing upsells and improving customer retention. Existing customers are more likely to make additional purchases, and selling to them is more cost-effective than acquiring new customers. By nurturing client relationships, CSMs can increase customer lifetime value (LTV) and enhance profitability. Support for upselling is possible by guiding clients through activation points, ensuring they achieve their initial desired outcomes before offering additional products or services.


The Role of Payment and Compensation

The payment structure for CSMs can vary, but a standard range for coaching and leading clients through activation points is typical $5,000 to $8,000 per month, depending on the market. CSMs can receive a base salary or a combination of a base salary and a commission based on upsells or additional sales. Aligning compensation with outcomes ensures that CSMs remain motivated and focused on driving client success.



When discussing sales, there is often a focus on the setting and closing teams. Still, it is equally important to recognize the vital contribution of the Client Success Management (CSM) team in driving upsells and fostering customer loyalty. 

Businesses can significantly improve customer lifetime value and overall profitability by emphasizing establishing effective client journeys, recognizing different market types, and optimizing upselling techniques. 

By investing in the CSM team, companies can experience a positive impact on their bottom line while enhancing customer satisfaction and long-term success. It is crucial to recognize the crucial role of the third salesperson: the Client Success Management team.

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