VEO profile picture
VEO profile picture

VEO

Head of Sales

HOW TO/CAN YOU mix a geographical division with a vertical division?

I sell robots for a scale-up.


My boss started out initially with dividing the 'global market' according to verticals:

  • one person for automotive
  • one for pharma
  • one for logistics
  • one for manufacturing
  • etc


As we grew, we established operations in the different continents.

More sales people are being hired.

Per country.


So now, when there is a lead (doesn't matter inbound or outbound I think?) there is the conflict:

  • it's in someone's geographical territory
  • it's part of someone's vertical


How to handle now when there is an inbound lead? (in my vertical, in country X)

Who gets to work on the lead?

The sales manager in country X, or me?


Re outbound: what should the sales manager of country X be aiming for?

If most verticals are represented?


Any tips/best practices/ideas on how to make this work?


Curious to hear your thoughts!



🧢 Sales Management
3

7 comments

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UrAssIsSaaS
Arsonist
2
SaaS Eater
Your rev ops team need to choose either vertical or geo, cant have both IMO. Or at min prioritize one over the other within your lead routing. 
1nbatopshotfan
Politicker
4
Sales
But, the rules need to be clear as they scale, under the assumption each region will split into vertical sales. 

my gut says that for now it goes to the region over the vertical. 
UrAssIsSaaS
Arsonist
1
SaaS Eater
ya I agree, this is what I mean, I just half assed the comment lol
Tres
Politicker
1
Account Executive
I agree with the regionalized preference. 
Gasty
Notable Contributor
1
War Room Community Manager
Demand for an ROE (Rules of Engagement) document. If no one can prepare it, you start drafting it yourself. Update it every single time such a case appears. In a month's time, you'd have it ready. 

bonus: Since you prepared it, you might get to tweak it in a way that favours you. 
CatMom
Politicker
1
Account Executive
Yeah I would say region would take priority but either way unless you have a vertical expert in each region, there really isn’t a great way to mix the two. 
VEO
0
Head of Sales
My initial feeling was: there is no way to mix the 2.

The current solution: look at the complexity of the inquiry/solution.
If it's 'standard' then it's to be handled by region.
If it's 'complex' then it's to be handled by vertical.

Which I don't find a bad approach.
The gap is: who defines what's standard and what's complex. (even if you make some definitions)

I guess this is very industry specific.

Thoughts?

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