article thumbnail

Presidents Club Winner…NOT

Steven Rosen

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. By using percentage to quota they give smaller less developed territories a distinct advantage in rising to the top.

article thumbnail

Market & Sales Intelligence — Why Both are Essential for Sales Teams

Zoominfo

Additionally, sales teams can uncover new opportunities with uncharted leads, industries, and territories. Negotiation and Solution Comparison Stage – After marketing gives their stamp of approval for being a potential customer, they’re handed off to sales. How Can I Optimize Intelligence in the Sales Cycle?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How you manage makes a difference

Sales and Marketing Management

You can build a great brand in your territory that differentiates you from the competition just by treating your reps with respect and recognizing their efforts. What sales managers can do, part II: Be careful with peer comparisons. What you do and say will end up impacting your customers by way of your reps. it backfires on you.

Journal 149
article thumbnail

Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography.

article thumbnail

The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

We know this debate doesn’t rise to the level of the MJ vs. Kobe vs. LeBron comparisons you’ve likely argued at one point or another, but sales is a competitive environment and we liked the challenge of shedding some light on the debate based on our observations. Inside Sales vs. Outside Sales – Salary Comparison.

article thumbnail

Key to Significantly Improve Sales Training Results

Understanding the Sales Force

By comparison, the always likeable kids on a typical regular season team have skills ranging from limited to all-star caliber and everything in between. The coach of this team provided some very good, advanced coaching to this group of very coachable, extremely talented kids and he ran some terrific, fast-paced drills.

Training 246
article thumbnail

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis

Xactly

Are we assigning effective territories? Having a “heads up” on performance dips and issues helps sales leaders retain top talent and improve their sales planning, whether that means reassessing territories , adjusting training and career development, providing more enablement opportunities, or offering additional incentives.