Protecting your "Hot" Prospect List

Here's a topic that sometimes arises in sales organizations with no designated territory assignments. How should a salesperson be allowed to protect his/her rights to a prospective sale they are working on from other salespeople in the same organization?

What constitutes "ownership" of a prospect within an organization?

We have a long sell cycle, typically a year or two. Our rule is cut and dry, if you havn't invoivced a customer within two years, they're open - period.

I'm sure it's a good idea to have firm guidelines.

I know of someone in a real estate office who asked his close friend who also worked in the office to "take care" of a couple for a while when he was doing something else.

His friend "took care" of selling them a property.

Thinking in terms of ownership doesn't come across as a good idea. That type of thinking might even be a problem if the salesperson feels he or she doesn't have to keep up with the prospect because nobody can come behind and snag them.

If you have evidence of working the client then they should be yours.
If they exist in your sales territory but not in your contact records then I don’t think it’s really your client.

Quote:

Originally Posted by Gary Boye

Here's a topic that sometimes arises in sales organizations with no designated territory assignments. How should a salesperson be allowed to protect his/her rights to a prospective sale they are working on from other salespeople in the same organization?

Interesting question. How do you keep your other relationships from running off with the competition? The answer to my question is the answer to your question.

Protecting your "Hot" Prospect List

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