Sales Outreach - Rules of Engagement
Sales pursuit rules and guidance
Contact Ownership
Ownership to do outreach to a contact is on a first-come, first-serve basis. Once a contact has been assigned, it will remain with that sales rep for at least 90 days. If, after 90 days, a deal has not been opened, that contact will move to an unassigned status, allowing for anyone to do outreach. However, if a deal has been opened, that deal will stay with the original rep.
Geographical Segmentation
With sales teams now across the globe, all contact ownership should be based on the geographical area of where the contact is located, regardless of the company headquarters. If a contact is located in a different region, that contact will be handled by the sales team regionally, regardless of the primary services offered by that IDX office.
Current Clients (Account Level)
Once an organization becomes a client, all contacts associated with that company (including new and future contacts) will remain with the owner of the account, even if for new or different services.