How to Choose the Right Number of Target Accounts Per Rep

When determining who you’ll target in your Account Based Marketing program, an important decision is how many accounts you should be targeting within each tier of your program. As we’ve explained in previous posts, leveraging different styles of ABM will help you scale your efforts. It’s not enough to just pick a list of target accounts and launch campaigns. You must be strategic and prioritize your resources. Don’t spread out your ABM efforts across all accounts evenly like peanut butter; use account tiers and the different styles to ensure the right amount of resource for each account – and make sure everyone in the company is aligned around the prioritization and resources applied to each tier. Like most decisions related to strategy, there is no one-size-fits-all answer. The number of accounts you choose to target for each Tier in your ABSD program – and the number of accounts per AE and SDR – will depend.