#253 - 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 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal