The War Room
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Account Rotation Among Reps

Curious to see what thoughts both ICs and Managers have to account rotations amongst sales reps. i.e. minimizing account squatting, and increasing active reach out to several key contacts per account.


What have you seen work or motivate VS. what has really pissed people off? I've always taken a view that if you've got no recorded activity against a top account in 90-days, it's fair game to have another rep take a crack at it (excluding those accounts that might have a note about an incumbent vendor, and when new contract conversations can start).

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
πŸ’†β€β™‚ Mindset
6
Savagedoge
Politicker
+7
Account Executive
I’ve seen this worked out in a couple of ways based on the average ACV and if you’re selling to enterprises or SMB’s.Β 
But a 3-6 month period of zero activity seems to make sense.Β 
GetAHobby
Arsonist
+8
RVP Sales
I'm with you, 90 days of no contact or movement its up for grabs, or if there is over a year with no actual business on there it should be fair game.Β 
Selichimorpha
Politicker
+7
Growth Executive
My company doesn't do this, and they really really should. There are several F500 leads that haven't been touched in close to a year - if you don't work it you shouldn't have it
LordBusiness
Politicker
+8
Chief Revenue Officer
We have a 30 day rule here and that's seemed to work pretty decently. To be fair, if you aren't pissing people off every once and again your rotation probably isn't aggressive enough.Β 

CuriousFox
WR Officer
+11
Senior Account Executive
I've never seen this. Probably because of geography πŸ€”
8
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