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Setting up a sales team without territories

Needs some guideness on how to set up a system to protect sales person clients from cross over of another sales person. In our market a salesperson may sell to one hostipal that is connected to others and when purchsing they may decide to purchase for the other facilitys that another sales person has been calling on. How would this be handled? Trade show clients that someone within their hostipal is talking with another sales person? Do I have the sales person from trade show to pass off the lead for a split of commission in these cases?


Len Green
Title: Performance Improvement Consultant and E..
Company: Haygarth Consulting LLC
LinkedIn Profile
(Performance Improvement Consultant and ERP Strategist, Haygarth Consulting LLC) |

Territorial assignment of prospects/customers/markets is just one way of doing it. If your market/customer base does not fit well with that, then look at other ways of account assignment.

If you have hospitals that belong to a hospital network and also buy from GPOs (group purchasing organizations), and others that are standalone, then the account assignment is complex and it needs sales management to define internal policies regarding sales staff collaboration etc.

Example: if someone from your prospect meets me at a trade show and wants to talk business, should I first check internally to see that you are the assigned sales person, then make the intro and hand off to you? Or should I pretend that I can run with the deal all the way and risk making you mad and the customer confused?

What behavior do you/your sales exec want to encourage? And what do you want to avoid?
What is equitable in the case of exceptions to the norm?

Talk some options thru and develop pros and cons. Ask sales leaders what they do, because this is not a pure finance/accounting issue (even though you may want to know how to pay commissions).


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