TheHypnotist

Sales Manager

Valued Contributor

Territory Hand-over

Due to a senior member of the team leaving in December some sales territories were temporarily abandoned, with the C.E.O. attempting to handle some existing accounts in a particular U.S. state.

"Mr. Discount" (a colleague of mine who jumped on several of my opportunities in the past) started prospecting into what looks like it will be a promising area, without having been assigned the territory in question. His activities have been limited to one company that might be a nice customer to have.

I have been told that I am to be allocated this territory. As I have my sights on progressing within the company I do not want to cultivate ill-feeling within the team. Therefore, I'm not looking to whip the rug out from under "Mr. Discount" and am intersted in "fair hand-over procedures" if such things exist in other companies out there. This could be something like a window of time for commission sharing for opportunities that he has initiated but that I would be responsible for closing.

Are there any ideas or procedures you guys know of (and hopefully think are fair) ?

💰 Compensation

🧢 Sales Management

10

19 comments

Sort by:

TheDude

Politicker

7

Partnerships Lead

Go with the assumptive close: "Thanks for handling before it was assigned to me, let's set up a handover meeting this week where you can bring me up to speed. Cheers, TheHyponotist."

oldcloser

Arsonist

6

💀

👆This. Direct AF. Gotta be spoken, not written.

TheDude

Politicker

4

Partnerships Lead

Alternative if you're feeling friendly and the camaraderie:

"Thanks for handling before it was assigned, let's set up a handover meeting this week where we strategize on how to win this account together. Cheers, TheHyponotist."

TennisandSales

Politicker

2

Head Of Sales

im a big fan of the assumptive close. this seems like a good time to use it for sure. good call

unclespacejam

Politicker

4

ur dad’s brother

This feels like a “first day in jail” type situation. Might be worth the spectacle of telling this MF off in front of people especially if he’s prone to sneaky shit like you said. Call that shit out publicly

jefe

Arsonist

5

🍁

Agreed

braintank

Politicker

4

Enterprise Account Executive

Have they even booked a meeting yet?
Don't make a mountain out of a mole hill

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Bingo - if there’s just been outreach and no result, no big deal. There’s no handover or transition. You just get the account and he skulks back to his own territory.

TheHypnotist

Executive

1

Sales Manager

This is a very valid question. "Mr. Discount" is a big fan of pumping out proposals even when the opportunity hasn't been properly qualified (in my humble opinion) and the chances of closing a deal are rather slim.

CuriousFox

WR Officer

0

🦊

yikes

Justatitle

Big Shot

3

Account Executive

Do you have sales ops/rev ops to raise this too and share that you don't want to cause problems however you want to ensure that proper procedure is followed?If not then you need to go to management. Considering Mr discount has shown willingness to be shady already there's no reason to approach him to try to work things out

TheHypnotist

Executive

2

Sales Manager

It would be management. They are handling the transition at the minute. I already drew up rules of engagement which management have said they will enforce so I’m not worried about any more shady antics in that regard 😉

HVACexpert

Politicker

1

sales engineer

Be friendly, offer up a meeting. If no/negative response , send an email. If still nothing start CCing management. If he is still being an asshole, pull him aside and gently tell him you will end him professionally if he doesn’t shape up.

TheHypnotist

Executive

1

Sales Manager

Well, I think we're both going to "officially get the news" with everyone in the same room next week. If there is any shady crap after that he'll be shooting himself in the foot. The recently drafted rules of engagement state that selling into another reps territory will mean you forfeit the commission, essentially earning the other rep more money whilst wasting your own time :)

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

He keeps that account for a certain period of time (3-6months) and then everything gets handed to you.

TheHypnotist

Executive

0

Sales Manager

This sounds pretty fair in my opinion.

Beans

Big Shot

1

Enterprise Account Executive

Be direct and include the communication that this will be yours, from whatever leadership assigned it, it shouldn't look backdoored and an open forum is a healthy culture.

Natsochist

Good Citizen

1

Director of Product Sales

If he’s got something in-flight that has legs, continuity is probably a good thing for all three - you, him, and the client.

Based on the nickname + the fact that he’s still there, I’m guessing he’s fine as a rep but not someone you want handling negotiations with an account that has long-term potential.

Maybe find a way to keep him involved in the account for a quarter while making it clear you have point - and negotiating authority - going forward. Could also see if that way could be a company bonus - separate from commission - so everyone gets paid.

TheHypnotist

Executive

0

Sales Manager

spoken like a true director!

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.