Mothy

Account Executive

Valued Contributor

Territory Planning as a new rep

Hey Savages,

I am likely about to take another step in my thus far strange career path. Moving from leadership to AE at the same company. This will be my first time as an AE in the SaaS space. I have been an AE in another vertical, but it was completely different.

Our CRM is extremely robust, so I am not worried about finding new accounts, but I am curious about best practices on the territory planning front. We have a few customers in the area that I will likely be taking over from another AE.

What I have done so far is broken down my projected quota, ACV, and historical conversion rates to determine the baseline number of meetings and pipeline by stage that I will need to hit quota.

I have also broken out accounts by tier (an identifier we have in our CRM), as well as state.

Normally, I would jump in headfirst, and just start prospecting without a particular rhyme or reason, but since I have some time to prep, I really want to put together a solid plan for the territory, and how I can grow our presence within it.

Search bar didn't yield a ton of results, so here I am.

Help me fellow savages, you're my only hope.

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12 comments

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CuriousFox

WR Officer

3

🦊

Well hello stranger danger. Where the hell you been?

Mothy

Politicker

1

Account Executive

Trying to manage two completely separate teams hahaha. Very excited to get back to managing just myself, and a territory.

GDO

Politicker

2

BDM

I would build a persona (perfect prospect/fit) and try to really segments the whole territory.

pirate

Big Shot

2

🦜☠️ Account Executive

Are you presenting territory plan? Maybe plan your activities on weekly monthly quarterly basis

Mothy

Politicker

1

Account Executive

It's not a requirement, but I likely will present something to my soon to be manager (currently a peer), and make sure I am on the right track. Ya boy has lofty goals.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Since you've already broken out your accounts by tier, then prospecting shouldn't be without rhyme or reason, you should be hitting those top tier accounts first, then moving down tiers after that. Assuming that you've identified your ICP properly and have mapped out your target list, you could get started as long as you know what your messaging is and what's going to get you those meetings.
What's your average sales cycle time?

Mothy

Politicker

1

Account Executive

For the business it is typically around 9 months, which makes things a bit more challenging. That said, there are some open opps that I will inherit, as well as a few fairly ripe C/L opportunities that I plan on pursuing.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Clearly those are your focus, as well as anything in your top tier. You have to start those immediately if you have a chance at getting them in for the first year. Do you get any help (BDR) or inbounds in addition to your own efforts?

Mothy

Politicker

1

Account Executive

I will have some SDR support, and sporadic inbounds. There is also a ton of marketing support in the form of events, that are (surprisingly) successful in terms of generating opportunities.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Will take that any day. Honestly, I think you have this - the key will be to get started immediately so you have the best chance to close things this FY, while building pipe for next year.

Mothy

Politicker

0

Account Executive

Yeah I’m pretty pumped. My quota is likely going to be around 450k, and my CRO thinks I’ll crush that and make a ton of money off accelerators, so that’s encouraging.

0

Solutions Consultant

That’s awesome

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