The War Room
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Overlay Reps: The Devil or your Ticket to Club?

You know who I'm talking about. Not every company has them, but where you have an account. And three or five other people ALSO have the account selling their slice of the company pie.


What do you think? Like them? Hate them? Your ticket to easy street? Blood sucking vampires?



Discuss

Overlay reps are:
Attached poll
*Voting in this poll no longer yields commission.
0
AssistantToTheRegional
Opinionated
+4
Enterprise Account Executive
Currently an overlay. Has it's pro's and cons so I didn't take the poll.

It can work as a prospecting multiplier or you can get locked out of an account due to a variety of reasons like:

- I'm waiting on a PO and don't want a new meeting to slow that down
- customer doesn't like / isn't happy with our product they own 

Some Pro's 
- Get thrown into larger deals w/ little or no work (seeding)
- Others get you meetings through their discovery (more hands make less work)

After 3 years I think I've learned it might be best to have the overlays and not be the overlay. 

I am one of 7 overlays, so the main account rep has 7 people (9 if you count themselves and their bdr) selling for them.

But they also have a larger quota so maybe it balances out.
washedD1soccer
Politicker
+3
Territory Manager
In my experience, the pros of being able to get some meetings without a ton of effort are outweighed by the cons of what happens with too many hands in the cookie jar.

I recently had a large deal jeopardized by a partner rep inappropriately communicating with some key stakeholders and that reflected poorly on me by association. It created additional work for me to repair the relationship while still trying to get everything across the finished line.

All that to say, I prefer to have sole control over every aspect of the sales process unless I strategically bring someone else in. If the deal doesn’t go through, I am ultimately responsible so I do not want the chance of someone else’s mistake ruining that. 
SalesPharaoh
Politicker
+8
AM BDR
well if you know how to sell yourself internally it can be great. and if you somehow manage to be the "informal" leader credit will go your way.
SDMHGWarrior
Tycoon
+14
CEO
Love, Love Love Client Execs. They walk the halls and know the dirt. Love them.
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