Determining the number of accounts to assign to a sales representative is a crucial decision for sales managers. The right balance of accounts can help reps meet their quota, while too many or too few accounts can lead to inefficiency and lower sales performance. So, how many accounts should you give to each rep?

The answer to this question depends on several factors, including the size and complexity of the accounts, the sales rep's experience and capacity, and the overall sales strategy of the organization. Here are some tips to help you determine the right number of accounts for your reps:

1. Assess the Complexity of Accounts: The size and complexity of accounts can greatly impact a sales rep's capacity. Large, complex accounts may require more time and effort to close, so you'll want to limit the number of these accounts assigned to each rep. On the other hand, smaller, simpler accounts can be assigned in larger numbers.
2. Consider Sales Rep Experience: The experience level of your sales reps can also impact the number of accounts they can handle effectively. More experienced reps may be able to handle a larger number of accounts, while less experienced reps may need to start with a smaller number of accounts.
3. Balance Load with Quota: It's important to balance the number of accounts assigned to each rep with their quota. Too many accounts can lead to burnout, while too few accounts can make it difficult for reps to hit their quota.
4. Review Performance Regularly: The number of accounts assigned to each rep should be reviewed regularly to ensure that they are meeting their quota and that the load is manageable. If necessary, adjustments can be made to the number of accounts assigned to each rep.

Determining the right number of accounts to assign to each sales rep is a complex decision that requires careful consideration of several factors. By assessing the complexity of accounts, considering sales rep experience, balancing load with quota, and reviewing performance regularly, you can find the right balance for your sales reps and improve their sales performance.

Here are some helpful resources:

1. 10 Tips for Boosting Your Sales Productivity: https://www.salesforce.com/blog/2019/01/sales-productivity-tips.html
2. The Ultimate Guide to Sales Productivity: https://blog.hubspot.com/sales/sales-productivity-guide
3. The Sales Productivity Playbook: https://www.insidesales.com/sales-productivity-playbook/
4. Sales Productivity Tools to Help Your Team Work Smarter, Not Harder: https://www.salesloft.com/resources/blog/sales-productivity-tools/
5. How to Improve Sales Productivity: Tips, Tools, and Techniques: https://blog.hubspot.com/sales/improve-sales-productivity-tips-tools-techniques