The War Room
Question
Post

For Mid-Market and SMB sales organizations, geographic territories OR account lists?

Hey team, do you think it makes more sense (for non-Enterprise and non-territory based reps) to have their ROE to be determined by a geographic territory (ie. my territory is Texas, Oklahoma, Nebraska)


OR


do you think it would make more sense to have account lists not dependent on geos? (ie. i have accounts on my list from multiple different regions)?

2
madtea
Good Citizen
Regional Director
Geographic. That way you aren't maxed out if you burn through your account list and then have no one else to call. I think a named account list works better for enterprise.

CuriousFox
WR Officer
+13
Senior Account Executive
What if it's a mix between geo with a few named accounts?ย 
coffeeisforclosers
Enterprise Account Executive
Non-geo dependent. When I was a mid-market rep, we each had about 300 accounts all over the US. The idea was to fairly distribute accounts that had a high propensity to buy. I loved this because, quite frankly, some geos are just much more likely to buy because they are ahead on the innovation curve (ie. Bay Area, NYC, PNW). In addition, this allowed us to have equal and consistent quotas across the team since in theory, everyone had equal opportunity at great accounts. From a learning perspective, I also enjoyed working with customers from all regions and adapting my selling style accordingly.
CadenceCombat
Tycoon
+13
Account Executive
Iโ€™m onboard with going non-geo.
sales101
WR Officer
+6
Head of Channel & Alliances
Depends if the quotas are all the same, or if they change based on the list/territory. Scored lists are usually the 'fairer' way if everyone has the same quota (like I do now), but in general, I'd prefer region based territories with regionalised quotas.
6
SMB to mid market prospecting
Question
10
5
How do you transition from working leads to accounts and from SMB to Enterprise?
Question
3
5
Mid Market vs. Enterprise Prospecting
Question
5