Any advice on best practices when it comes to sales splits? The situation occurring when account HQ is in one region and someone in another region contributes to sales or even own an opportunity.
Our company has just started the new FY and this has been a debated topic for some time.
An example to get your thoughts flowing: An existing client, a global business, with their HQ and SaaS subscription in the US. The EMEA sales team start engaging a branch of one of the divisions and develops rapport and engagement. An opportunity is created, which kinda overlaps with prior demos and future implementations discussions with their HQ team. Of course everyone is interested in getting the lion share of sales credit, right from sales rep to regional VPs. Would and should you recognise the EMEA team’s contribution? How does your organisation currently rule on splits in such situations? Any policy advice to share?
Hello @soren.breth
So much to unpack here…
(1) I personally feel EMEA crossed the line and should get zero credit. Why? Based on the scenario you outlined above, the account is HQ’d in the US. Typically account assignments are based on HQ. The fact that EMEA reached out to an account based in the US, continued to build relationships and develop and oppty, to then tell the AE in the US, “hey we have an oppty in EMEA and want to split” to me shows intent to steal. Especially when the US Team held demos, meetings, etc. this activity is flat out wrong. If you have proof, support the fact you were in the account and have had similar conversations, etc prior to EMEA getting involved…they get zero and leadership should support you.
(2) an existing client…really? I’d tell them to F-off. If this was a new logo, I could see how they “accidentally” engaged…but an existing customer?!?!?
(3) all that said, if you think you can’t win the business without the EMEA teams involvement, come to an agreed split. Typical splits (globally/nationally/regionally) are usually resolved at the AE level.
Questions/info I would look for within your company…
(1) what are the documented rules of engagement when another theater reaches out to an account already owned by an AE with HQ is located where the assigned AE is in.
(2) do you own the customer globally? Some companies regionalize coverage. So you will need to review the current policy.
(3) are you will to work early/late hours to accommodate EMEA hours??? Is your team willing to work the same hours?
My knee jerk response.
Hope this helps.