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Named account list vs geo territory?

Working with our VP of Sales on a new territory strategy as we start to scale the team for the first time and looking for people's thoughts on the best way to do it.


His preference is a focused list of 100 named accounts for each rep to work supplemented by a round robin of inbound/sdr leads within a much larger geographic area. I've been pushing for more smaller more manageable geo territories and segmented into "enterprise/non-enterprise" by employe size (these are the two types of reps we have) where reps will still communicate who their top targets are but be given freedom to do outbound across any other company in territory while still pointing marketing/sdr teams in the direction of companies that look good.


Any thoughts on either approach, other approaches, or things we should make sure to take into consideration?

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
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