Rules of Engagement

Savages, I have a rogue on my team. He jumps on my opportunities, reassigns my accounts/contacts to himself on the CRM, and doesn't respect geographical areas assigned to colleagues. He's even (perhaps unknowingly) trying to dynamite an opportunity that the C.E.O. is trying to rescue at the moment.


Buckle up - management doesn't have a document that states rules of engagement, so I'm going to draw up 2 of them for 2 different (physical) products and this is where I'm looking for your input.


PRODUCT 1 - sold via partners that are normally responsable for a geographical area. I can't see how to do this other than having dedicated territories for channel managers, otherwise we'd be asking to screw things up by different managers having parallel conversations with partners (promising exclusivity to both when that is impossible to follow through with). Partners wont stock product if they have to compete purely on price with another partner of ours in the same region.


PRODUCT 2 - sold primarily by us to the end customer. In a rather large country, management is not in favour of restricting geographical areas, here they want us to prospect freely. If this approach is to be pursued, clear rules have to be layed down to establish criteria for account ownership as well as points that must be checked before reassigning accounts (i.e. just because I saw "Richard Head" didn't call into an account in the last 6 months doesn't mean I make one phone call to the receptionist and the account is now mine for the next 6 months).


Feel free to tell me to suck it up, but if anyone has already got documents which outline standard rules for engagement (used by reputable companies) for these types of situations then I'd love to hear about it.


In the mean time I'm having a hard time refraining myself from going to town on Richard's ass and handing it to him on a plate (not physically, I'm talking about prospecting into some of his inactive accounts)- he's no spring chicken, he's discounting heavily and his conversion sucks. This is at least the 6th time I have caught him doing this shit.

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9
Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
You aren’t high enough on the food chain to make the rules obviously, so play the game being played. Your management should have some rules in place. But since they don’t, what’s fair is fair. Go after that guys accounts.

oldcloser
Arsonist
6
💀
and his wife
Pachacuti
Politicker
3
They call me Daddy, Sales Daddy
What’s fair is fair
TheHypnotist
Executive
2
Sales Manager
That’s hilarious but I think she’s probably about 20 years my senior and probably not my cup of tea 😂
oldcloser
Arsonist
1
💀
Coffee's good.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Does he have a dog? Yours.
oldcloser
Arsonist
2
💀
Now we're tallking
HVACexpert
Politicker
3
sales engineer
If you see him in the office? Go pick food right of his plate in front of him, then drink his drink dry
jefe
Arsonist
2
🍁
I had to go back and check his title when I read this.. Definitely not high up enough. Needs management buy in and they don't seem to care.
TheHypnotist
Executive
1
Sales Manager
You're bang on, I'm doing lots of shit that should be done by other job titles higher up the food chain.
This is probably why I was asked recently what I would like my job to look like in 2024. I'll be having more conversations internally about how the company can help me hit my own objectives in term of income - this is a way more fun conversation than "can I have a raise".

Sunbunny31
Politicker
4
Sr Sales Executive 🐰
Seriously, where is your manager in all of this? This goes beyond "rules of engagement" and into piracy. It's a crazy way to run a business, and only benefits one person - that other rep. It doesn't benefit anyone else in the business to have this kind of chaos. Ridiculous.
Phillip_J_Fry
Opinionated
3
Director of Revenue
Show management the account history and point them to where he moves the account out of your name into his.
I think targeting his accounts is only going to make things worse. It's leadership's responsibility to plan out account lists/territories and if they have a 'free-for-all' approach, surely someone thought there would be some conflict at some point. So, let them hash it out.
oldcloser
Arsonist
1
💀
☝️ This would be the proper reply.
HVACexpert
Politicker
1
sales engineer
Where’s the fun in that?
Revenue_Rambo
Politicker
2
Director, Revenue Enablement
It boils down to this... Does management care?

Ask them about rules of engagement. What flies, what doesn't.If they have something (and your chode coworker is violating) ask for help in reemphasizing this across the team. The reason is to create a better customer experience and not you getting your toes stepped on.

If they don't have anything... Offer to put together a few basic points. Again, it's to create a better customer experience, but provides you with the structure you want.

If they don't have anything, and don't care to put anything in place, then you just need to suck it up.
CuriousFox
WR Officer
1
🦊
Ok so just steal them back?
TheHypnotist
Executive
0
Sales Manager
Thankyou for this - it got me thinking: with thousands of (my) contacts listed in the CRM this made me think that I should keep my own list of named accounts separately.I am not alerted by the CRM when someone decides to assign themselves one of my accounts, so a separate list can help. I'm also going to have to up my "CRM hygene" game.
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