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Account Executive

Executive
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+2

Geo based territories for AE’s

Company is moving from round robin inbound leads to geography based outbound and inbound prospecting. They divided the US Map between 25 reps and it doesn't seem fair at all. We sell midmarket Saas avg deal size $5k. Any way to check if territory's were divided equally? 
🧠 Advice
☁️ Software Tech
🗺 Territory
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TennisandSales
Politicker
2
Head Of Sales
Ugh i don’t have to know much about your business to know that is going to be unfair. Now I’m all reality idk if there is a way to assign territories that IS 100% fair…
SaaSsy
Politicker
2
AE
It really depends on what you sell and who you sell to. Do you have visibility into how many total accounts fall into each T? If not, do you feel comfortable asking? Also where does your current customer base exist? That will give you a clearer picture - also does everyone have the same quota?
CuriousFox
WR Officer
2
🦊
That was my first question. Is this new or existing business?
Arch
Executive
1
Account Executive
Both. We can upsell existing and can sell net new. Majority is net new
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
How based territories are usually the way I have done things. It can overly benefit those on the east coast over those in the mid west or even west. This is simply due to population density, outside of California.

Of course it depends on what exactly you sell and who your target audience is, but geo based territories can greatly benefit east coast over west.
StringerBell
Politicker
1
Account Executive
To check if they're even, you probably won't have too much luck changing their mind but you could plug in the different territories into sales nav or zoom info for your target market and get some sense of how it splits.

We weren't as many reps but when my company moved from round robin to territories there was some concern but in some way it is better. Makes more sense from a prospecting point of view. The big benefit is you're less screwed by the complete dud inbound lead that you get and then are skipped over for the next 24.
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
Yeah, you have to somewhat fail and have others over-succeed, but no rep will ever state that it is because if territory and give it up. The best thing you can do is find your target, and build your pipe. If you know you are going to get screwed, start applying for other jobs and just say they messed with your territory.
Kosta_Konfucius
Politicker
0
Sales Rep
You can do it manually by checking which geo territories you company gets the most inbounds.
Panda4489
Politicker
0
Head of Some Shit
Run just run. This kind of thing is the worst ever. Cloudflare had succeeded for a long time by not doing this.

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