SgtAE

Personal friend referred a lead which is now being put through pipeline. In my territory but out of my segment, should I hand it over?

As per title, had a friend refer business to me and I followed up and is now in the process of being qualified. They're 30 employees short of being my segment but are in my territory.

Should I have to hand over this lead considering I sourced it via my own professional network?

Should you hand over leads you personally sourced yourself?

Attached poll

Yes No Depends (Answer in comments)

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11 comments

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brotato

WR Lieutenant

Head of Sales

It would be highly unusual that a lead from your personal network wouldn't be yours, especially since this is smaller not bigger which means you're qualified to handle it

Ryscott0317

Politicker

Cloud Specialist

How strictly enforced is this policy? If your bring it to management and explain, they may let you keep it, but if you do it on the DL and they find out, it could end badly.

SgtAE

WR Officer

For some additional context here: our sales org is exceptionally tribalistic. I've had numerous opps and deals taken way from me which is why im asking here if anyone else has a culture like that.

slaydie

Big Shot

Account Executive

Yikes! By tribalistic do you mean people like claiming deals that they didn't get etc because it's in their territory?

Beans

Big Shot

Enterprise Account Executive

Toxic culture TBH.

If you can explain that your relationship with the referral is key to maintaining the deal you should be fine.

Rallier

Politicker

SDR Manager and Consultant

I’d give the other salesperson a heads up about why it’s yours, but I don’t see why you would have to give it up

SalesPharaoh

Big Shot

Senior Account Executive

Lead from personal network is yours...don't give it away. If management try to shark you be territorial about it and ask compensation questions and how would you be motivated in the future to use your personal network for the company?

StringerBell

Politicker

Account Executive

Sounds pretty reasonable,
no ones going to be mad when the deal closes. What were those other people doing to get that money in your company’s pocket?

slaydie

Big Shot

Account Executive

Keep it! It's not far off from your segment size AND relationships sell, I don't care what anyone says. What a shit experience for the client to then be like, oh nevermind, Johny over here will help you out.

Beans

Big Shot

Enterprise Account Executive

Are you split on headcount or annual rev?

Sandbag it and hope for a hiring spree...?

SlinginSoftware

Politicker

Account Executive

Personally, anything that is out of my segment I hand to the correct rep. The sales culture where I am is very much based on doing the right thing. We had defined territories and segments.

Others may have a much different opinion than me, but I go by the rules...

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SgtAE

Personal friend referred a lead which is now being put through pipeline. In my territory but out of my segment, should I hand it over?

Should you hand over leads you personally sourced yourself?

11 comments

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