S2 E63 - It's Time To Update Outdated Sales Territory Models | Hayes Davis
Stacking Growth | The B2B Marketing Podcast
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Can You Really Incentivize Short Term Thinking on Accounts?
SDR leader: You need to be able to keep an eye on the flows of accounts as well so that you can understand whether or not certain reps are blowing through too many accounts. So productivity rate would surface that, right? Because your productivity rate would be really low because you're melting through a thousand accounts to get four ops. The model incentivizes short-term thinking and how do you balance like I have customers that I'm building relationships that I'm confident are going to buy their good fits in Q2 of 2023?" "There's a disincentivize the value from starting those sales conversations really, really early," he says.
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