193 (Lead) 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

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