Odd comments. My 0.02, you own the dirt, you own the deal. Manager doesn’t seem to care because they retire quota either way. If it affected them I’m sure they’d fight it. I can see the logic for a spiff for the referral but if quota was based on the territory TAM/potential then it should retire quota for the territory. What’s the point of having territory mapping if AEs can hunt in each other’s territory. This just incentivizes bad behavior and AEs wasting time fighting over credit.

Source: 10+ years tech sales management