How often do you have to give a lead/prospect to another rep?

I've noticed this across my team over the last month. There have been a few times that someone will get a solid lead or demo request but then either before or after the demo a detail comes up about the prospect that designates they are in another rep's territory - then you give them away.


It sucks, but it also goes both ways.


I've heard worse on here where a rep had to give commission away because of the billing address being in someone else's territory. So it's not that bad, as we would know far beforehand who should handle this before they buy.

Anyways. I know it could be worse.


How often do you have to give leads away after you have traction?

How often do you have to give away a prospect?

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📖 Prospecting Stories
🥇 Teamwork
11
1nbatopshotfan
Politicker
3
Sales
How isn’t this caught before disco/demo? 
jefe
Arsonist
1
🍁
It REALLY should
1nbatopshotfan
Politicker
1
Sales
“Got this hot lead, Ford motor company, pretty sure it’s in my territory of Iowa.” 

Flash forward after the disco and demo “so turns out this company has an HQ in Detroit. Who knew?” 
jefe
Arsonist
1
🍁
😮 🤯
TennisandSales
Politicker
1
Head Of Sales
hahah!! 

Ugh i remember this shit from a previous company. the bigger the company the more bullshit happened internally. 

I forget what site this was but there was one site that we would use as SDRs to decide how much revenue the company was making. 

If it was over $100MM then SDRs got comped more... 

well someone figured out that you could legit EDIT the info on that site. 

so there were a ton of SDRs going back and changing the info and demanding more money hah! 

Pure chaos, 

Anyways....thats not totally related but i needed to share 😂
jefe
Arsonist
1
🍁
Oh man, so sneaky.
notjstn
Fire Starter
1
Automotive Sales
Happens all the time in auto sales. You don't really get a choice.
jefe
Arsonist
1
🍁
This happened to me years ago, duplicate accounts in different portfolios. Never fun
Gasty
Notable Contributor
1
War Room Community Manager
This happens at scale, when: 

1. Your TAM is too big
2. Your OPS team is led by a Bozo
3. Your Revenue LEADER doesn't have a backbone

If all 3 are true, run.
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
This can happen even when the TAM isn’t that big.

The major loophole sometimes is the qualification part of the sales cycle. It takes a village to close a deal (unless it’s completely self sourced). Marketing, SDR, The AE themselves - If all of them missed out on this crucial detail of billing address; There’s no point blaming on Ops / Revenue leader.
Justatitle
Big Shot
0
Account Executive
I work in trucking and with parent companies it can get tricky to know what’s what off of databases that are available so I’d say once every 2 months I have to give up a lead or account due to enterprise size 
LordOfWar
Tycoon
0
Blow it up
Need an option of "give the time waster to the other guy" lol
NotCreativeEnough
Big Shot
0
Professional Day Ruiner
sounds like they're not doing something right during discovery. You should know within 5 minutes into the first call if its actually yours or not
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
This happens all the time.

When leads are of other territories, or revenue band. I know it’s a pain, but like you said - It is both ways.

It happens when the SDRs aren’t qualifying them correctly, when our own research as AEs fail sometimes and we figure out the whereabouts just before the call.
Kosta_Konfucius
Politicker
0
Sales Rep
Sometimes its happens due to territory mapping
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If you join a SaaS company and thrive at the beginning due to inbound leads and good SDR and then sales start going down due to a change of SDR and less inbounds, does that mean you’re not a competent sales person or does it mean it’s time to move on to another company?

Question
19
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Members only

What do you call it when you close a prospect on your first call/meeting?

Question
42
What do you call it when you close a prospect on your first call/meeting?
26% First call close
63% One call close
11% Other (list in comments)
232 people voted