2014 Territories Tools Training 
SBI Growth
SEPTEMBER 23, 2013
You know you need to begin planning for 2014 now. Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Territory design, quotas and compensation plans. Steve asked us to stress test his 2014 sales plan. Steve told us he was going to build 3 elements into his plan for 2014.
Score More Sales
DECEMBER 27, 2013
If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities.
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SBI Growth
JANUARY 1, 2014
Make a change in 2014. Step 2: Identify Training Needs and the Training Program. Now that productivity is defined, you need to identify the tools they need. Your training program should incorporate different modalities, topics and methods. Training Methods: Role plays: Repetition leads to retention.
SBI Growth
OCTOBER 29, 2013
Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. How You Avoid Losing the 2014 Battle. This tool will get you going in under a week. #2
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SBI Growth
DECEMBER 10, 2013
Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Then there are the ‘B’ Players who are poised to take their next step in 2014.
SBI Growth
OCTOBER 12, 2013
Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. As the primary team responsible for sales tools, it’s time to re-evaluate.
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