#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
30 Minutes to President's Club | No-Nonsense Sales
February 8, 202433m 35s
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Show Notes
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
RESOURCES DISCUSSED