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.