SalesArmyKnife

Sales Manager

Good Citizen

Fire Starter

Contributor

Territory changes

Looking for feedback from Account Executives on:

#1 what notice do you usually get ahead of a change in your territory ?

#2 what is the best transition plan with the future account owner that you've seen ?

For additional context sales cycles are usually 6-9 months and I try as much as possible to only make changes on an annual basis

🙏

🧠 Advice

🗺 Territory

11 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

notice? haha this is like asking if people get an actual notice on their sales comp for the new year.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

In my experiences changes happen without notice.
Hopefully you boss is sensitive to deals in progress, but it can range from “as of today…” to “you got through the end of the …month, quarter, year,etc”.

Kosta_Konfucius

Politicker

Sales Rep

Usually no notice, if anything a week of dead time for the accounts to get mapped “officially”

Sunbunny31

Politicker

Sr Sales Executive 🐰

Depends on where you work. Some larger companies have changes on an annual basis, so you know to brace yourself. Others will just tell you that they're adding reps, which inevitably means your territory gets smaller. I don't know that there are ideal/optimal plans for territory changes.

RE transitions: Best to have a good conversation and knowledge transfer with the incoming rep, and be available for a while for questions that arise. If all your notes and info are clear in the CRM, the transition should be easier for everyone.

PineappleYa

Opinionated

What would be reasonable is a notice longer than your sales cycle so no deals in flight get taken and screw you.<br>What generally happens in my org is like 2 days notice -leaving everyone scrambling/missing out/ pissed /desperate & creating in fighting. <br>Feels like a hampster wheel.<br>Maybe my all time biggest dislike in sales

jefe

Arsonist

🍁

Unfortunately reasonable =/= realistic

jefe

Arsonist

🍁

You'd be lucky to get notice.

Hoopnip

Politicker

Commercial AE

Change is constant in sales. Get used to it and adapt. Anytime reps make a lot of money or no money , change occurs. Companies usually give holds for 30 days or a quarter depending on the size of the company if territories change.

KendallRoy

Politicker

From past experience, notice is typically when I happen to look up an account and see that it’s moved to someone else’s name.

TheIncarceration

Politicker

SDR Manager

Almost always happens with no notice haha

JustGonnaSendIt

Politicker

Burn Towns, Get Money

Territory changes coincide with the FY for me.

Usually I have zero notice and all of a sudden there's a new patch I'm working.

Ahead of the change, I usually have Q4 to argue in favor of any accounts I absolutely want to keep, but it's never a sure bet.

THIS IS NOT HOW IT SHOULD BE. But it is how it is right now.

Ideally, you should begin the transition a month ahead of change.

The best transition plan is to ensure your reps have great documentation of the whole deal cycle, and then have an internal briefing to transfer ownership. Following that, you have the outgoing rep schedule a meeting to introduce the incoming rep to the account.

It's important that incoming rep has had time to get their head around anything currently in progress, and the account generally, so the the transition is smooth.

My company also typically gives a bonus for any deals that close for an account that was lost, for the first quarter after the change. This does not impact quota, it's more of just a bonus to give the rep that tee'd up the win some value (6-18 month deal cycles here). Helps encourage smooth transition (instead of blowing things up).

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SalesArmyKnife

Territory changes

11 comments

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