RickC137

Account Executive

What is the best way to split up the US into 3 sales teams/territories? (mid-market)

We currently have 2 mid-market sales teams in the US. We split along the mississippi river. Each team has a "free for all" in their respective territory, meaning all reps in the west can go after everything in the west and visa versa for the east (we dont assign specific states to reps).

Exploring the idea of adding a 3rd team. I'm not to hot on the idea of a "us central".

Selling a SaaS product to engineers

Any advice?

👑 Sales Strategy

🧢 Sales Management

14 comments

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LegacySales

Politicker

Account Executive

Territory 1 - East
Territory 2- Central + International
Territory 3- West

Colorado stays in the central territory.

RickC137

Opinionated

Account Executive

I like this - canada and latam could be with central.

HVACexpert

Politicker

sales engineer

Then I might split up north/south in three ways, then add Canada to one and LATAM to another

detectivegibbles

Politicker

Sales Director

Is team together in office or is everyone remote?

We have a HQ where some reps work out of with state specific territories. We also have remote reps who work the territories they're in.

I don't think there's a 1 size fits all solution for reps/territories.

In sales (and life), the average ones will want left alone. The good ones will want coached and feedback. The great ones will want told the truth.

RickC137

Opinionated

Account Executive

Everyone is remote. Given the nature of our sell, there is almost no benefit to having close proximity to your prospects/customers other than matching time zones.

braintank

Politicker

Enterprise Account Executive

Why don't you like the idea of a central region?

RickC137

Opinionated

Account Executive

It seems to me that at orgs where I have been in the past with a central region, the central reps always had much less to work with than the east and west. Especially in tech where SF and NY drive a lot of revenue

braintank

Politicker

Enterprise Account Executive

Central has Chicago, all of Texas, Denver, Minnesota -- plenty of big companies

Sunbunny31

Politicker

Sr Sales Executive 🐰

Central often did better than reps stuck with the PNW. You'd think Seattle & Portland would be hot, but somehow, they seem to underdeliver.

HVACexpert

Politicker

sales engineer

Yeah if you already have an east/west Thurber central seems like it makes the most sense.

You could also do a South East, North East, and west. Or a Northwest, north east, and south. Depends on revenue mix you want to create

RickC137

Opinionated

Account Executive

thanks!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Keep the west as west of the MS River. Divide the east as a north and south. Population is about equal.

Justatitle

Big Shot

Account Executive

West, East, Miss River line as the cental. Latam and Canada can also be grouped into Central or not based on how the numbers shake out.

Beans

Big Shot

Enterprise Account Executive

Timezones and TAM.

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RickC137

What is the best way to split up the US into 3 sales teams/territories? (mid-market)

14 comments

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