QUOTA-AND-TERRITORY5 MIN READ
Reset AE-SDR Coverage Boundaries
Use account tier and coverage-ratio logic to reset AE-SDR boundaries cleanly.
Nina N SDR Manager 1 Open 2 Clarify 3 Close The moment 20 sec The room An AE says SDRs are spending time on tiny branch accounts while strategic accounts need deeper white-space work. If you frame this as effort versus effort, both sides stay defensive. If you frame it as coverage design, you can fix the system. The move 1 min Use the framework explicitly Tier -> motion -> owner
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