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moresales

Account Executive

Contributor
Fire Starter
Good Citizen

Territories switch

Hi community! is it a normal practice in a company to keep switching the territory every quarter ? How do you deal with that? How long do they give you to close your opportunity attached to reassigned account in such a case? I had things changing 4 times already this year and I can't say that I am super happy about it ( unless it's something normal, of course) Thanks! 
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🗺 Territory
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BourbonKing
Valued Contributor
9
VP of Sales
Switching territories every quarter seems brutal. I assume we're talking about new business (prospecting/hunting), not existing clients where stable relationships are more important. Also, it must be a very short sales cycle. I don't think what you're experiencing is normal practice and I question the logic.

At my company, we reevaluate territories annually and make tweaks as necessary (but try to avoid wholesale shake-ups). Sellers have 90-days to close open opportunities from reassigned accounts.
moresales
Contributor
0
Account Executive
Thanks for sharing this! Sales cycle can be as small as several weeks to several months, depending on the deal size. I am currently working with the companies under 1 billion revenue .
GreenSide
Politicker
5
Sales manager
You’ve had 4 different territories this year? Gross.
TennisandSales
Politicker
4
Head Of Sales
umm no that seems really excessive. unless your deal cycle is super short like 2 weeks, switching territories every 3 months could cause a ton of problems in my mind.
moresales
Contributor
0
Account Executive
Agree, problematic situation
antiASKHOLE
Tycoon
3
Bravado's Resident Asshole
Typically it's 60-90 days, depending on the industry/service.
braintank
Politicker
3
Enterprise Account Executive
Every quarter is not normal
Mobi85
Politicker
3
Regional Sales Manager
Seems excessive and could create a lot of issues between sales people.
moresales
Contributor
0
Account Executive
Yeap, like fighting over whose opp it’s now :)
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Switching every quarter is not normal, even if your sales cycle is fast and you're on a monthly quota.

That seems very disruptive.

Do you know why this is happening?
moresales
Contributor
0
Account Executive
Yes, we have many new people joining, and management has to reassign territories for everyone to have it even more or less
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
So it’s a case of losing territory as your sales team expands?
moresales
Contributor
0
Account Executive
That’s correct
Kosta_Konfucius
Politicker
2
Sales Rep
Really depends on the company, every quarter would be insane for me though
Diablo
Politicker
2
Sr. AE
For me - every quarter — nah! Does it happen sometimes - yes!

last it happened was 6 months back. But it might vary depending upon the company.
SADNESSLieutenant
Politicker
2
Officer of ♥️
No. It is not.
CuriousFox
WR Officer
1
🦊
You must have short sales cycles?
moresales
Contributor
0
Account Executive
From 2 weeks to several months, yeap
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
No, this is not normal. How long is your sales cycle? Do you have to give up accounts you have been actively working when they land outside your new territory? Why do they keep changing territories?
Mendizo
Opinionated
1
Sr. Director
As others have said, every quarter is brutal (and I would say insane). There is no way you can build a territory, develop deals, etc. I've led large sales teams, and even with churn in the team and the team growing, I've tried to keep territories the same. There is simply no way otherwise where you can get to know prospects/customers, develop a plan, and execute that plan.

Frankly, I would give feedback that unless you're selling an absolute commodity product like a banana, this is hurting the business. Given what's happening though, it sounds like the sales leadership isn't really mature, so they may not listen or care. I would recommend you start looking elsewhere.
activity
Politicker
0
VP, Business Development
No, this isn't normal practice.
jefe
Arsonist
0
🍁
Quarterly is WAY too often. You need to be able to build traction and get referrals within a territory.

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