Book Of Business (BoB) Re shuffle, why?

Hello,

Prior to working for my current employer I only ever worked for small companies, less than 60 staff total. Now I work for a unicorn thats got around 700 staff, 10-15% in the GTM team.

Our book of business is being reshuffled with timelines put on Opps to close or be taken. This to me is insane, but its happening & I have to accept it.

Can anyone please explain the methodology behind this ?

👑 Sales Strategy

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salesnerd

WR Officer

Head of Growth

I can't speak to your exact organization, but this is likely due to a few factors I'll list below. I suuuure hope it's not done completely randomly...
1) Territory reshuffling: this doesn't always mean that they're changing who is covering which territory. This could be that they're changing from a location-based territory to a company size-based territory.
2) Change in headcount: Adding more people (or taking people away) can cause changes in the way the org assigns accounts.
3) Change in company direction: Maybe they realized that SMB isn't renewing like it should be, so they're trying to push people away from SMB, or something like that.

The best way to find out the answer to this is to ask your boss. If they don't have a good answer, keep going until you get a good answer.

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

Thanks for this. As an IC I'm inundated with SQLs, which is great, but as a business, they want the AEs to start prospecting, which is normal. So they are shrinking the size of our books but increasing the value to be about 5x targets. The issue we see is that we get so many meetings and SQLs that we don't know when we will have time to prospect. Our SDRs also have high targets so are often slacking us to ask if they can target an account for us! #NiceProblemTo Have. I just didn't know why reshuffles occur, thanks!

Blackwargreymon

Politicker

MDR

Change in company direction: Maybe they realized that SMB isn't renewing like it should be, so they're trying to push people away from SMB, or something like that.

MR.StretchISR

Politicker

ISR

"just want to turn up, close deals, get paid. Not interested in politics or popularity. Ego, of course, gets in the way."

Clashingsoulsspell

Politicker

ISR

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Book Of Business (BoB) Re shuffle, why?

5 comments

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