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Sales folks -- what would you do in this scenario?

Posted on 10/31/23 at 10:37 pm
Posted by Thundercles
Mars
Member since Sep 2010
6133 posts
Posted on 10/31/23 at 10:37 pm
A couple months into a new sales role. We have crystal clear lines drawn as far as segment and territory, with the sales leader reiterating at least once since I've been here that anyone crossing the lines should expect to have their opportunities moved to the rightful owner. Noticed some shady behavior on an incoming account bound for me that someone tried to intercept which got me curious. Found five other deals in flight that are clearly and willfully in violation of the rules. Brought them up with my manager, he sanity checked me and said yes, all five should be yours, so went to my director and the other director in tandem with the information to review and remedy. He seems to believe the other director will make some attempts to keep at least some of the opportunities.

The rules are not new-- they were in place since January of this year with a 3 month transition. There is no possibility for ambiguity on the deals; the reps are quoting well into the threshold I represent. The only explanation is intentional disobedience assuming they wouldn't get caught. The deals would pretty much fill out my entire pipeline for next year (when they would start closing).

If the director doesn't freely comply, my manager is suggesting I might have to pick my battles. I think this is a wild concept that people would even consider keeping deals that aren't theirs just because they stole them awhile ago. If you were in my shoes would you:

A. Accept some kind of compromise from the director to optimize peace where they keep some and I inherit some probably shite ones.

B. Escalate as far as needed to get an answer possibly from the Head of Sales (who would side with me on all). I'd even be willing to split one that is pretty deep in the process out of respect for the work put in.

My inclination is B because I find it absurd that we would reward people for what amounts to theft from a coworker, but could use a few extra takes.

ETA: It is worth noting that my territory was occupied by someone else before I started, and he shifted when I started. They would have been in his name and then transferred to me when I came on board, so it was not an open territory that needed coverage and these guys that have my opps are in a different segment anyway.

This post was edited on 10/31/23 at 11:11 pm
Posted by Bard
Definitely NOT an admin
Member since Oct 2008
57977 posts
Posted on 11/1/23 at 6:13 am to
B.

From your description it sounds like someone is attempting to see if they can pull a fast one on "the new guy". If you let this stand you are basically starting off your new job allowing others to walk all over you.

The rules are the rules and it sounds like the other person is blatantly breaking them. Follow them up the ladder until you get to a result you can accept or you get rejected from the top of the ladder.
Posted by LSUShock
Kansas
Member since Jun 2014
5577 posts
Posted on 11/1/23 at 6:22 am to
How big is the company?
Posted by cas4t
Member since Jan 2010
72011 posts
Posted on 11/1/23 at 7:12 am to
B and I wouldn’t split. Or at minimum I’d ask them to then reciprocate by splitting one with you from their territory to make things even.

My role does not have territories. Every rep is national. It opens up the door for opportunity, but it also creates a situation where many of us want to call on many of the same accounts.

If I had a territory to myself, I’d be highly protective of it.
Posted by Tshiz
Idaho
Member since Jul 2013
7974 posts
Posted on 11/1/23 at 7:20 am to
B. Get it in writing. Don’t rollover unless you plan to quit
Posted by Thundercles
Mars
Member since Sep 2010
6133 posts
Posted on 11/1/23 at 8:35 am to
And you think this stance outweighs the possibility of "making waves" or being viewed as a complainer? Again I was leaning strongly toward B, just want to make sure I'm not overlooking anything. 2500 person company that overall couldn't give less of a shite about me as an individual. And I likely wouldn't be trying to move into the next tier for 3-4 years realistically.
Posted by NewIberiaHaircut
Lafayette
Member since May 2013
12322 posts
Posted on 11/1/23 at 8:55 am to
B. This happens all the time. You have to put a stop to it now or it will continue. Also, your manager has no balls.
Posted by CHiPs25
Member since Apr 2014
3068 posts
Posted on 11/1/23 at 1:48 pm to
B - and then put your resume out to see if you can get any bites. If this happens to the "new guy" who they are still trying to impress, it's going to continue to happen and then when do they draw a new line that doesn't benefit you?
Posted by soccerfüt
Location: A Series of Tubes
Member since May 2013
72942 posts
Posted on 11/1/23 at 8:32 pm to
B.

I don’t steal and I expect the folks I work with/for to not steal or lie or cheat.

And if any of the offending guys have “doable” gfs, you need to assert dominance.
Posted by Thundercles
Mars
Member since Sep 2010
6133 posts
Posted on 11/2/23 at 12:51 am to
I honestly have a pretty high opinion of the company, and I think this only recently became a problem because of the switch and the other reps weren't quite sure how to track down these deals or didn't think they had to.

If this ends up without real resolution it will make me question things a bit.
This post was edited on 11/2/23 at 10:01 am
Posted by Grinder
Member since Nov 2007
2486 posts
Posted on 11/2/23 at 9:37 am to
B
Posted by Double Oh
Louisiana
Member since Sep 2008
23409 posts
Posted on 11/2/23 at 10:33 am to
C.


Start poaching on the people who have crossed the lines into your territory.
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