193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions.
Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board.
A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer.
Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family.
PATH TO PRESIDENT’S CLUB
SVP, Revenue Strategy & Operations @ Tropic
VP, Revenue @ Clari
VP, GTM Solutions @ Clari
VP, Revenue - Enterprise @ Clari
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