mrman313

AE (Account Executive)

Who should get this lead/demo?

scenario:

rep A (full cycle AE) prospects a good fitting company, has added and disqualified people at the company and sent targeted messaging.

No direct replies but you can the see the emails have been opened not inconsistent with the timing of the out reach.

another contact at the company books a demo. they weren't a part of the sequence but maybe they were forwarded the email given the opens.

demo request gets round robined to another AE rep B who had nothing to do with the prospecting or outreach.

😤 Conflict Resolution

☁️ Software Tech

17 comments

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Kosta_Konfucius

Politicker

Sales Rep

For the information given rep A, since it seems like its in their territory.

but how does your territory work? Who owns the account when looking at the crm?

mrman313

Contributor

AE (Account Executive)

No territories yet since the sales team is recently created.

Kosta_Konfucius

Politicker

Sales Rep

So all inbounds are completely random? Then I would say B gets the demo since there is no territory and rep A didnt make any traction

However with either result both Reps will be pissed if they dont get it, A feels like they laid the ground work and the reason why the request was made. Rep B feels like it was their turn the get the demo and rep A didnt set a meeting and it could have been more marketing why the demo request was made.

This is why territories are important

mrman313

Contributor

AE (Account Executive)

That’s fair. For context, I am rep A and if the situation was reversed, I would definitely let the other rep have it if I saw they had been reaching out like that. But I won’t ruffle feathers as I see the argument from both sides.

Kosta_Konfucius

Politicker

Sales Rep

I would recommend having a conversation about it with your manager, before the other rep spending time on the demo. It can go either way IMO.

Seems like you deserve it, but without territories its hard to argue

CuriousFox

WR Officer

🦊

Rep A.

TennisandSales

Politicker

Head Of Sales

I would say rep A. BUT

How long was it from when the last outreach of the AE was to when the inbound came in?

I could 100% see why this would go to Rep B IF there is an established time window set for when the last outreach needed to be by, and this lead was outside of that window, allowing it to go to rep B

OR

If the rule is only the contacts your reach out to are protected and if one that you did not reach out to, comes inbound its fair game.

if nether of those rules are established it should go to Rep A.

mrman313

Contributor

AE (Account Executive)

Maybe a week from last outreach to the demo request. The demo request was from a contact not in the sequence though. Personally I think it could be as easy as asking the prospect if they were forwarded the information from the contact rep A found.

TennisandSales

Politicker

Head Of Sales

yes it could. but if im leadership, im not waiting for that to assign a rep to do a demo. maybe after that demo it can be switched.

Sunbunny31

Politicker

Sr Sales Executive 🐰

So this is where your company needs to think very clearly about the behavior they want to incentivize.

If you stand a good chance of losing an account you've been outbounding to because of inbound assignment rules, then what's your incentive to work on an account, account plan, and send target messaging? Your outbound approach sounds thoughtful and important for your company's growth, so honestly, it should be encouraged and you should benefit.

The flip side, of course, is that if reps are allowed to lay claim to any account they have sent an email to, there's nothing to stop a rep from exploiting this and sending out emails to everything they can think of in order to ensure they get every inbound. And everyone knows at least one rep like this. Marking territory like a dog on a walk, with little thought or effort other than greed.

Territories are important for this reason.

If that's not possible, then a conversation with your manager about the account this time and an approach you should be taking moving on.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I've been the rep A in a lot of cases and fought my life away for the lead to be mine. In B2B sales, people keep forwarding mails to their colleagues and then they take action. It's so wrong to even try to give this to rep B.

Rep A for sure. 100%. Fight for it.

Fenderbaum

Politicker

Retired Choirboy🪕

Gonna go with A...

tightlines

Politicker

Account Executive

Wow, hate that for you, gotta be rep A. Had something similar happen to me today, but I scooped it. Wasn’t about to let my work go

Rainingbirdies

Politicker

Business Development Representative

Rep A. Rewards good behavior in a sales team.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I would say Rep A

jefe

Arsonist

🍁

afroblue62

Principal

Rep A, if he’s documented all the actions. It should also be asked of the prospect if a colleague directed information to him

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mrman313

Who should get this lead/demo?

17 comments

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