How to Measure the Effectiveness of Your B-to-B Assigned Account Sales Reps

I’m often asked how to structure and reward a team of dedicated sales reps. Specifically, these are reps who are assigned a number of accounts and have the responsibility of penetrating, retaining and growing relationships.

One of the first questions I get is, “How many accounts should be assigned to such reps?” The answer depends on the nature of the assigned account. If it’s a large, national account with many locations, fewer will be assigned. If the group of assigned accounts is a basket of A,B,C producers with varying levels of work involved, then 100 to 300 accounts in a territory is normal. I’ve seen reps with just one national account, and I’ve seen reps with 500. How many depends on what you’re assigning.