Gartner Research

Best Practices for Managing an Open Territory During Delayed Recruiting or a Hiring Freeze

Published: 14 May 2019

ID: G00404621

Analyst(s): Steve Rietberg

Summary

When facing prolonged recruiting cycles, chief sales officers must meet revenue targets despite operating with a reduced sales head count. In this environment, sales leaders should use account reassignment, role adjustments and pipeline management techniques to position teams for success.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Quickly Bridge Gaps in Territory Coverage by Assigning Accounts to a Manager in a Player/Coach Capacity
  • Minimize the Impact on Critical Accounts by Temporarily Reassigning Them to Other Sellers
    • Step 1: Choose Which Sellers Will Take On Additional Accounts
    • Step 2: Determine Which Accounts to Reassign
    • Step 3: Decide How to Handle Temporary Sales Compensation
  • Reassign Resources From Other Sales Roles to Fill Seller Vacancies
  • Improve Effectiveness Among All Sellers by Adjusting Opportunity Qualification and Reinforcing Discipline in Opportunity Management

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