The end-of-year clock is ticking, budgets are tight, and everyone’s feeling the crunch. Layoffs? Yeah, they’ve hit the news cycle again, and let’s be real: they’ve hit some of your teams too. So now, you’ve got fewer reps, tighter quotas, and the same big revenue targets.
It’s not exactly the vibe anyone was hoping for, but this season? This is where leaders like you show up. The playbook? Stop wasting time on bad-fit accounts and distractions. Help your team ruthlessly focus on what’s going to drive the needle: the highest-potential accounts.
Here’s how you can rebalance the grind and prioritize smarter without tearing everything down:
1. Recalibrate within territories
You don’t need a full territory overhaul to make progress. Instead, work within the existing structure and ask: Are your reps spending time on the right accounts?
Not all accounts are created equal. Help your team zero in on:
- High-potential accounts: These are the gems—accounts with strong TAM, clear pain points, and a real likelihood of closing.
- Time-wasters: Low-value prospects, endless “just checking in” cycles, and accounts that drain energy without moving the needle.
By nudging reps toward the best-fit accounts already in their books, you can unlock big wins without rocking the boat.
2. Rebalance after attrition
Let’s face it: layoffs shake up everything, including account coverage. When a team member leaves, their territory and accounts can’t just sit untouched. You need a game plan:
- Prioritize high-potential accounts: Identify the most valuable accounts from their book of business and redistribute those to reps with available capacity.
- Let go of the dead weight: Not every orphaned account deserves to stay in the rotation. Use this as a chance to clean house, dropping bad-fit prospects that never belonged in the pipeline anyway.
When a team member leaves, their territory and accounts can’t just sit untouched. To ensure every account left standing matters, real-time rebalancing is key. Learn how dynamic territories can help you optimize rep capacity in our post on streamlining account distribution.
3. Clean the CRM (yes, again)
When was the last time someone did a true CRM audit? If your team is chasing stale leads or wasting time on ghost accounts, your data is dragging them down.
- Are there untouched accounts lingering in the system that no one’s worked in six months?
- Is old data making it harder for reps to prioritize effectively?
Take the time to clean up the pipeline. Yes, it’s tedious, but eliminating distractions and dead-ends will free up reps to focus on the accounts that actually drive revenue. Getting reps to input the right information in the CRM, like return reasons, isn’t rocket science—but it does take some intentionality, check out this post to help you get started.
4. Coach reps to say "No"
Let’s be honest: it’s hard for reps to walk away from a mediocre opportunity. But this is crunch time, and your team needs to stop chasing deals that won’t close.
Teach your reps to:
- Qualify ruthlessly: Use clear criteria to quickly determine if an account is worth pursuing.
- Say no to bad fits: A bad-fit prospect is worse than no prospect. If it’s not moving the needle, move on.
This shift isn’t just about efficiency—it’s about empowering reps to spend their time where it matters most.
5. Make priorities crystal clear
Reps need clarity, not guesswork. If you want them to focus, you have to spell it out.
Every week, give them a clear rundown:
- Which accounts are top priority?
- What’s the strategy to tackle them?
And when they close those high-potential deals? Celebrate. Highlight those wins and make them the example for the rest of the team.
6. Stay human in the chaos
Layoffs and pressure don’t just shake up workflows; they hit morale. Be the leader who brings empathy to the table. Whether it’s a 1:1 check-in, a quick pep talk, or just giving someone credit for a job well done, small things matter right now.
This season, it’s all about working smarter, not harder. Your team might be smaller, but with the right focus, they can still close big. Clean up the pipeline, prioritize the best accounts, and make sure reps know exactly where to spend their time.
Because in crunch time, it’s not about doing everything. It’s about doing the right things.
