Any advice for the second unwanted territory shift? Leaving 5 juicy deals in territory set to close Q2 and Q3. Legal language for comp splits?
Hilary Palombo
Territory shift
7
We aren’t lawyers nor your ops team. Anything with your name on it should stay in your name, or at the very least be a split with the new rep.
Another alternative: move on with a company that doesn’t keep pulling the rug out.
Another alternative: move on with a company that doesn’t keep pulling the rug out.
Yup. Moving goalposts is toxic.
This is the only truly important comment here.
If no legal language you can find. Def ask for comp splits maybe with the rep you are turning the deals over to. I think if you have done 60-70% + of the work already for the deal you should get a percentage of the deal.
I used to time bound it. 1 month I get 70% you get 30%, 2nd month 60% - 40%, 3rd month 50/50, and usually thats about it.
THE CATCH which is most important though is that you need to run the show and run the deal still. Which ensures that rep doesnt screw you or mess up the deal. And its free $ for them since your doing all the work and they will get paid for doing nothing.
I used to time bound it. 1 month I get 70% you get 30%, 2nd month 60% - 40%, 3rd month 50/50, and usually thats about it.
THE CATCH which is most important though is that you need to run the show and run the deal still. Which ensures that rep doesnt screw you or mess up the deal. And its free $ for them since your doing all the work and they will get paid for doing nothing.
Thank you! This is purely a budgetary hold. They did not have budget in 2023 but their new budget opens April 2024 and it is a $1.9M deal that has pre-authorization and planned implementation. This one frosts my cookies if I cannot get comp'd on this deal cycle and maturity.
Why they keep fucking you over?
Great question - positive, can-do attitude as an easy target. Glad you asked braintank because these are my thoughts exactly.
Is the territory shuffle common at your company this time of year, or is this something that happens to only a few people?
You need to voice this with your mngt. And you need to stake your claim to deals that can close within a reasonable amount of time. I don’t know what “reasonable” is for your company/industry but in my experience it’s 3-6months unless there is a specific circumstance which pushes the sale out (new budget year for example) in which case you work with your mngt on these exceptions.
Territories change, it’s the way of sales, but so is speaking up for yourself and laying claim to what is yours.
Territories change, it’s the way of sales, but so is speaking up for yourself and laying claim to what is yours.
Try and network more internally, ask for help. There might be someone there who doesn't like you or doesn't know you exist
In hardware, its usually because someone believes they will have more traction.
Its easy for management to move a high performer into another area if they sold it heavy/believe they have relationships.
Makes it hard to talk about your deals in sales meetings…
Anyways thats just hardware. They usually dont move current reps if they have traction - management decides what traction is.
Its easy for management to move a high performer into another area if they sold it heavy/believe they have relationships.
Makes it hard to talk about your deals in sales meetings…
Anyways thats just hardware. They usually dont move current reps if they have traction - management decides what traction is.
11 comments