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Sales Ops Resolution: Build Market-Focused Territories in 2013

SBI Growth

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here ! How Market Focused Are Your Territories?

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Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

SBI Growth

You are preparing for 2013. Subsequently, this leads to smaller territories. Will you have any chance of hitting the number in 2013? Determine potential by territory. Matching quotas to territory potential will maximize your best territories. How do you communicate quota and territory changes?

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2013 TOP SALES TRENDS

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Because of the economy and relentless competition, 2013 will be the year that many companies have to re-discover the lost art of win-loss analysis.   8.

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Build a Bold, Data Infused Sales Strategy for 2013

SBI Growth

Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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Will These 6 Tests Save 2013’s Sales Compensation Plan?

SBI Growth

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Any one of these areas could be a land mine that blows up your 2013 sales comp plan. Maybe a change to the IC plan calls for Reps to focus on top accounts in their territories. What can be done?

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Change Your Sales Teams Bad Habits Before 2013

SBI Growth

The rep’s territory potential starts to max out. Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The When you give them 4+ more hours per week, the incremental productivity gain slows down.

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