1. Sales
  2. Account Management

Account Profitability Index

Score

Evaluates the profitability of individual accounts, considering revenues and associated costs to serve the account.

Formula

(Revenue from Account - Cost to Serve Account) / Revenue from Account

Example

If an account generates $10,000 and costs $6,000 to serve, the index is ($10,000 - $6,000) / $10,000 = 0.4.