The Definitive Guide To Sales Territory Planning & Management
Close
JANUARY 31, 2023
Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.
Definition Sales Management Territories Tools 
Territory Managers: A Look at Their Role, Skills, and Compensation
Hubspot Sales
APRIL 27, 2021
They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. There's no definitive standard for what a territory should look like or how much ground it should cover.
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Trending Sources
Sales Manager Survival Guide – Book Review
The Pipeline
MAY 26, 2016
Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager.
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Key Sales Management Actions to Prepare for 2015
Fill the Funnel
NOVEMBER 4, 2014
You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting. Web Tools' I hope to see you there!
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How Sales ‘Hires’ the Best HR Business Partner
SBI Growth
APRIL 9, 2013
This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Also included in the download is a sample scorecard of objectives for the HR business partner to Sales. Competencies to Support the Sales Organization.
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How Sales Leaders Get Paid What They Are Worth
SBI Growth
FEBRUARY 1, 2013
Find out your value with this tool. You have 15-25 years of experience starting as a sales rep. You became a Sales Manager, followed by a Sales Director. Most companies are using the wrong definition of market value. Salary.com gives them a generic output of how much regional sales leaders earn.
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7 skills you’ll need to become a sales manager
Close.io
OCTOBER 1, 2018
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?
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The 7 Sales Processes You Desperately Need
Hubspot Sales
SEPTEMBER 16, 2020
We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Having clear definitions for your sales process matters a lot.
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128 Spring Cleaning: Tools to Rejuvenate Sales
SBI
MAY 8, 2012
If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. Plan2Win software helps salespeople like you develop territory and account strategies. The adage “time is money” can most definitely be applied to selling.
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What Is Lead Distribution and How Can You Use It?
Nutshell
MARCH 5, 2024
Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. The simplest round robin approach is assigning each lead to a random sales rep without considering factors like industry, territory, or company type. The question is, what tools can you use to do that?
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Coaching And Developing Managers
Partners in Excellence
AUGUST 10, 2023
There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. If there are problem performers, what is their plan for dealing with them?
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Social Deja Vu: We’ve Been Here Before
No More Cold Calling
OCTOBER 16, 2014
The devices have definitely changed over the years, but the cautions have not. The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively.
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291 What is Inside Sales? The Definition of Modern-Day Selling
OutboundView
AUGUST 14, 2019
They will then pass on that opportunity to the outside sales rep (sometimes called an account executive). But what is inside sales, really? Let’s delve into the inside sales definition. We’ll also delve into inside sales salary, technology, and how inside sales is defined in most B2B companies.
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Onboarding Sales Talent The Right Way: The Sales Manager’s Perspective
Janek Performance Group
MARCH 12, 2024
Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. Simulations help fill in the knowledge gap for the hiring manager.
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Here’s What Every Business Should Know about Multi-Channel Sales Management
Cincom Smart Selling
FEBRUARY 9, 2016
I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds. Good selling!
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AI in Sales Management…is just getting started
Sales 2.0
FEBRUARY 1, 2023
This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Nigel: That’s why you definitely have to show you’re human.
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Sales Recruiting: Scoring Your Interviews
Your Sales Management Guru
NOVEMBER 3, 2014
Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. How can you build one? Competitive.
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Great Sales Teams Need Great Sales Managers
Customer Centric Selling
DECEMBER 24, 2012
Eventually, an average manager will bring all of the salespeople that he manages down to his level. On the other hand, an excellent manager will bring excellence to all her territories. In our experience, companies that have winning sales forces start with excellent managers. Consider the following evidence.
The Role of CRM In Empowering Remote Sales Teams
SugarCRM
SEPTEMBER 28, 2023
Apart from that, communication and insights play a definitive role. With this in mind, sales managers need the ability to view, at a glance, how sales teams are progressing, handling client inquiries, and moving leads through the funnel. How Do CRMs Empower Remote Sales Teams?
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How to Measure the Effectiveness of Your Sales Process
Hubspot Sales
JANUARY 6, 2021
Lifecycle stages help you organize your contacts based on the stage of your sales process they're in. The definition of a "lead" depends on how you acquire customers. Refine your opportunity management infrastructure. In a lot of ways, opportunity management is the practice of gauging sales effectiveness.
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What Is Canvassing in Sales?
Hubspot Sales
NOVEMBER 17, 2020
Canvassing is also economical, as it doesn’t require any additional money spent hiring and training sales consultants or creating new departments. The teams that already exist within your sales department can participate in canvassing, from salespeople to sales managers. Sales Canvassing Tips.
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The Pipeline ? 3 January Must Do's ? Sales eXchange ? 130
The Pipeline
JANUARY 2, 2012
Start of the year, not a time for a lot of talk, time to do, no secret there, so rather than wasting time pontificating, here are three things to do this week to kick start your sales year. Fire everyone in your pipeline that you thought definitely close by year end 2011. Sales Leadership. Sales Management.
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The Pipeline ? Go Ahead, Sell On Price ? Sales eXchange ? 127
The Pipeline
DECEMBER 12, 2011
First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Tool.
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4 Pillars To Creating a Successful Sales Plan
Vengreso
DECEMBER 2, 2020
With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success. Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. Generally, this is focused on a 1-2 year horizon.
Everything You Need to Know About Sales Territories?
Gong.io
NOVEMBER 21, 2022
Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?
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5 Best Practices for Sales Success in a Hybrid World
Allego
APRIL 21, 2022
And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.
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How to Build a High-Performing Sales Team: 5 Steps
Hubspot Sales
MAY 24, 2019
Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems. The following mini tutorial is taken from my online video training program for sales managers. How to Build a Sales Team.
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28 Ways to Drive (not Hope) for H2 Sales Success
Emissary
JUNE 26, 2023
Sales Enablement In the last half of the year, enablement morphs from driving methodologies and broad rollouts, to running office hours and tactical/practical support to working behind-the-scenes to prepare for the following year. Enablement’s job is to worry about the things that sales managers just can’t spare the time for.
Your 2012 Sales Plan
Your Sales Management Guru
JANUARY 3, 2012
Sales Goals. 3.1.7 Sales Organization. 4.1.1 Market definition. 4.1.2 Territory definition. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player). b. Launch (Kickoff meeting), move to Tools to execute. Acumen Management Group Ltd.
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The Do’s and Don’ts of Pipeline Management
Pipeliner
JULY 29, 2018
Defining Pipeline Management: To engage in pipeline management effectively, you have to be selling multi-stage opportunities. Many people will try to include accounts or territories into the pipeline, but for it to be effective, it has to be a collection of opportunities with a concrete beginning and end, and steps along the way.
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The Key Differences Between Inside Sales vs Outside Sales
Closer's Coffee
APRIL 23, 2020
Sales Representatives, Services – 2,046,120 ppl. Sales Representatives, Wholesale and Manufacturing – 1,663,160 ppl. Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. Other Sales and Related – 616,650 ppl. Inside Sales Reps.
The Fundamentals of Sales Pipeline Management
LeadFuze
DECEMBER 31, 2021
With the role of HR Manager. Sales Pipeline Definition. A sales pipeline is a representation of the stages that prospects go through as they become customers. When it comes to managing a sales team, regular progress tracking and evaluations are necessary. 6 Best Practices for Sales Pipeline Management.
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The Pipeline ? Dealing with Price in the Real World
The Pipeline
JANUARY 27, 2012
Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Sales Leadership. Sales Management.
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236 The Pipeline ? Slow to Close or Slow to Die? ? Sales eXchange ? 128
The Pipeline
DECEMBER 19, 2011
First discipline is to understand the average length of your sales cycle, and by definition the average and optimal length of each stage of the sale. This is a breeze with some of the tools provided by leading CRM packages. If you are stuck in a stage or a sale too long, it is less likely to close. Sales Meetings.
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Seeing Through the Hype: Making Sense of Sales Enablement Technology
SBI
OCTOBER 30, 2018
I sat down with Brian Williams, a partner with the Brevet Group, and we discussed what Sales Enablement is (people define it in many ways) and how to navigate the complexity of the technology in the Sales Enablement space. Announcer: Welcome everybody to Sales Enablement Radio. That is not the case with sales.
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8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter
Sales Hacker
MARCH 27, 2018
Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.
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90 The Pipeline ? Battle Reparation Tactics Meet Marketplace Strategies
The Pipeline
APRIL 8, 2011
When I returned home from my tour and got back to my job as the manager of a marketing team, I carried with me the lessons I learned in attempt to win the hearts and minds of the Iraqi people. We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. Sales Leadership.
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216 The Pipeline ? Is Cold Calling Dead?
The Pipeline
OCTOBER 5, 2011
Sales 2.0 , Tibor Shanto , Video. I most definitely agree with all that was declared concerning cold calling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.
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201 The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.
The Pipeline
JUNE 3, 2011
Definitely cut down on the length and save something to talk about on the phone!! Email can be a great way to keep in contact between phone calls and it’s definitely very easy for prospects to respond to! Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.
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The Pipeline ? Selling to Mr Know-it-all
The Pipeline
MAY 20, 2011
Definitely the era of Mr & Mrs “Know it all” has begun! Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip.
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313 The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure
The Pipeline
SEPTEMBER 30, 2011
Develop specific sales plans with your reps and review them regularly. Create Tools. If you don’t create proper sales and marketing tools for your staff, you will make their jobs much more difficult. Arm them with well-thought-out selling tools and train them to use the tools effectively. Sales Leadership.
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253 Guest Post: Sales Teams Have More to Worry About Than Just Losing Clients
Don on Selling
OCTOBER 26, 2018
This is not that great because the average sales development representative will need 3.2 How to reach the highest level of productivity – you definitely should have a look at our tips. In the year 2010, a survey was conducted on the average tenure for sales representatives, and it revealed that 44% of them had a 3-year tenure.
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Sales Operations (Sales Ops): The Definitive Guide
Mindtickle
DECEMBER 28, 2023
That means sales reps have more time to do what they do best: engage with sellers and close deals. It also drives efficiency for sales managers. With optimized sales operations, sales managers can focus less time on administrative tasks – and more time coaching their reps to improve individual and team performance.
Do Your Best Sales Detective Work On Prospects
Pipeliner
MAY 2, 2018
You definitely should be experimenting with all of this for your vertical / territory. If you’re going to invest in only one tool in 2018, it’s most certainly LinkedIn Sales Navigator because as I present above, with some basic deduction and search tactics, you can get to most decision makers with ease.
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