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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Sunbunny31

Politicker

Sr Sales Executive

We are pretty even at my company. There’s a big desire to provide good accounts to everyone.

Same here.

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

BDM

10% of my list is actually a viable prospect

TennisandSales

Politicker

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

Politicker

Field Sales

Basically 100% but we have a very defined market.

Justatitle

Politicker

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

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

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

TargetFocused

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

9 comments

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