thedarkkightrises

Sales Executive

Valued Contributor

How to create sales territories

Hi - am new to the SaaS space, having pivoted from CPG/hotels to tech. In my first role in a company that is in the wellness/fitness tech space. They have been around for about 10 years in the B2C capacity and are now moving into the B2B space. My question is about creating sales territories. I know how to do this in CPG and hotels, but this is a different ballgame. We currently have 2 sales people, with two more starting next week. In the US, our customers are in the SMB and Mid-Market size but abroad we are having success with Enterprise deals. This has to do with insurance companies mandating certain companies in the wellness initiatives. I have been reading about round robin style, verticals, we just don't have any history to base the territories on. Geographical seems to be a dying way to do this since we are all remote and sell remote. Any thing I should be thinking of or any advice to give? What works, what didn't? TIA!

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5 comments

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CadenceCombat

Tycoon

2

Account Executive

Well, firstly, you probably don't want to refer to them as sales territories if your model isn't based geographically... So there's that.

Round robin sounds more like a lead distribution model and doesn't solve the problem of attributing ownership of market segments to your sales team...

What you MAY want to do is a named account model... Let's say each rep can only work a maximum of 200 (or whatever #) named accounts so it's not just a game of being the first to blast your outreach to everyone and it prevents reps from chewing more than they can swallow...

So basically, let's say you find a good account via outbound and you've pegged it as a qualified lead or a long-term prospect or whatever it is... as long as you haven't logged and claimed ownership of that prospective account in your CRM, they're free game... If you do take ownership of it then that's one less account you can take on out of your 200.

This also helps move things through the sales pipe as it discourages reps from padding their pipe with dead opps that should have been closed-lost.

Hopefully that helps! I'm going to start charging you guys for consulting lol

Cheers

thedarkkightrises

Valued Contributor

2

Sales Executive

Hey thanks so much. Yes, we used to call them "markets" so your point is well taken. One person is advocating for a geo plan so that's how we got on this word "territories". I am not married to any one way, but open to learn what works best in the SaaS world. There is that part about lead distribution as well. We are using an outsourced SDR company, which is new so I don't have any data on that yet. I think the thought was that the inbound lead distribution would mirror an outbound market, but I guess that doesn't have to be. I like your idea of a named account model. I was planning on using that personally to add to my pipeline as I don't want to depend solely on the SDR inbound leads but my plan wasn't as defined as yours and I didn't think to have everyone do that. I would just do a rolling 200. As companies drop out completely or go on a nurture campaign cuz timing is off, then I would just bring a new one in. Thanks again. I hope you get a lot of commission for your awesome responses :-)

CadenceCombat

Tycoon

0

Account Executive

@thedarkkightrises - Haha, thanks.

Um, you could help by upvoting it? #ShamelessSelfPromotion

Cheers!

CadenceCombat

Tycoon

0

Account Executive

... No bueno?

thedarkkightrises

Valued Contributor

1

Sales Executive

Si, Bueno! Just upvoted. I was on a call and just saw this message :-)

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