What % of your account list are actually viable targets? Territories pretty balanced?

Always fun to start off the new year with a new set of accounts, but as we all know, not all accounts and/or territories are created equal.


Fortunately, my current employer does a pretty decent job building out territories which really appreciate after my last three startups... All of which were complete disasters when it came to territory planning.

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11
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
We are pretty even at my company. There’s a big desire to provide good accounts to everyone.
CuriousFox
WR Officer
0
🦊
Same here.
Kosta_Konfucius
Politicker
0
Sales Rep
Territory is pretty even with other reps. There are some better than others, but compared to other places I would its very even.
GDO
Politicker
0
BDM
10% of my list is actually a viable prospect
TennisandSales
Politicker
0
Head Of Sales
I’ve been lucky, it’s been pretty equal. The only time it’s been off balance is when i was selling “mid market” and the ceo expected us to bring in as much $$ as the ENT team. That was very clearly not possible
punishedlad
Tycoon
0
🧙‍♂️
Basically 100% but we have a very defined market.
Justatitle
Big Shot
0
Account Executive
So, I used to be able to change accounts out each quarter and I would treat that list like the holy grail, because it was. If I had dead weight I’m getting rid of it ASAP. Usually 10-20% of the list was dead weight.
SportsSalesGuy
Tycoon
0
Enterprise Account Executive
Less than 10% of my territory is viable for current and prospect accounts. I share a small patch with 5 other folks and clearly am not getting a fair shake. Very frustrating
IYNFYL
Politicker
0
Enterprise SaaS AE
I would say 70% accounts were good and the others were bankrupt. When I pushed back they said wait a year for a new list of accounts and just deal with it
3

For Mid-Market and SMB sales organizations, geographic territories OR account lists?

Question
6
3

You are given an account list with over 250 accounts (no salesforce, you have to work off an excel sheet), what steps/processes do you implement to ensure all accounts are being touched? How many do you target a week? Month? Etc.

Discussion
6
7

Target Account or Geographic Territories - Which is better?

Question
10