Is there a way to have an idea of how valuable your territory may be, prior to taking an SMB AE job here? What questions would you be asking or researching for?

Question

Is there a way to have an idea of how valuable your territory may be, prior to taking an SMB AE job here?  What questions would you be asking or researching for?

Accepted Answer

Be careful of raising red flags during the interview process with this one, but you should get a clear understanding of how many opportunities exist within any given territory.   Sometimes they view reps that are worried about having people to sell to as potential excuse-makers, they want someone who will have the "drop me anywhere and I'll find the business" mentality.  That said, it is a real reality that cities are better to sell into.  They are always going to be subject to change/re-sizing, but if you do not have a major city it can be challenging.  You can ask about market penetration, usually more is better as you will have more local advocates and businesses you can name drop.  Do your own research on the territory to see how many customers are sellable (not mid market or enterprise, not part of a group based elsewhere, not super small or better fits for Square/Clover).  Also ask why it's open, ROE can affect who you can sell if its a re-org.

Answer

I think it’s really important to understand that this technology is only sold to restaurants so with one vertical market it’s difficult to expand a territory that has already been successfully hit. I would ask how long the rep was in the territory before you as well as where are they now.

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Anonymous Q&A

Is there a way to have an idea of how valuable your territory may be, prior to taking an SMB AE job here? What questions would you be asking or researching for?