Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

Territories 50

Territories Demographics Travel Distribution 50

Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. Before I go on, let’s backtrack a little bit.

Sales Management 73

Sales Management Hiring Promotion Coaching 73

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer. New Concepts Driving Greater Performance .

Territories 40

Territories SalesForce Incentives Incentive 40

Partners in Excellence

DECEMBER 16, 2014

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. I’ll stop here.

Sales Management 93

Sales Management Hiring Top of Funnel Maximizer 93

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

Partners in Excellence

FEBRUARY 8, 2022

” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. ” If sales management and selling were that easy… The problem is, these are false choices.

Survey 93

Survey Hiring Territories Incentives 93

Sales and Marketing Management

SEPTEMBER 7, 2018

Changes in territories or assignments notwithstanding, reps who have been in their territories for longer than a year would welcome the chance to compete against themselves. For an outside sales rep, it might be three months. The (BIG) bad news about a minimum qualifier is that it may exclude certain territories or reps.

Incentives 166

Incentives Incentive Sales Qualified Lead Territories 166

Allego

OCTOBER 18, 2022

In this episode, sales strategists Ken and Nick Valla, co-founders of The Valla Group, discuss how their firm helps B2B sellers maximize performance. Learn why organizations must transform their training approach in a hybrid work environment , what sales leaders should do differently, and the key skills sellers need today.

Google 93

Google Maximizer Territories Groups 93

Partners in Excellence

DECEMBER 1, 2020

While they may provide outstanding skills, increase people’s knowledge in markets, products, sales approaches; it’s critical the people going through these programs understand how to apply what they are doing directly to their jobs. For example, how we position our solutions will vary based on industry/markets.

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Miller Heiman Group

SEPTEMBER 17, 2019

Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. While indirect channel partners purchase your product from you, they are not your product’s end-user, a distinction some manufacturers struggle to understand in relationship management. Clearly Define Your Channels.

Channels 50

Channels Maximizer Hiring How To 50

The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.

Quota 70

Quota Revenue Lead Rank Territories 70

Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. And that doesn’t include long-term costs of bad CRM data linked to limited agility, lower sales output, low morale, and dissatisfied customers.

System 100

System CRM Forecasting Territories 100

Partners in Excellence

JANUARY 15, 2021

There are all sorts of things for us to think about: We can give them more responsibility and bigger territories. We need to retain and develop these top performers, creating jobs where they are challenged and maximize their contribution. Over the years, we developed as sales people. Others could remain individual contributors.

Territories 87

Territories Hiring Account Coaching 87

Partners in Excellence

FEBRUARY 17, 2020

Stated differently, sales has to sell the entire product portfolio, not just their favorite products. It introduces new product, services, perhaps goes after new markets. I would, also, say that even though sales person 2 hit his goal, he underperformed the potential. The market has passed it’s peak and is in decline.

Revenue 94

Revenue Territories Face-to-face Quota 94

SBI Growth

NOVEMBER 22, 2012

Many marketing purists focus on the mechanics of segmentation work. You have to deliver this data down to the sales rep level. Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. What’s available in the market? Keep Score – What gets measured, gets managed.

Segment 288

Segment Customer Territories Penetration 288

Partners in Excellence

NOVEMBER 14, 2018

Ongoing prospecting, finding/qualifying deals, moving them through the buying/selling process, building healthy funnels/pipelines, forecasting, account/territory planning, call planning, creating value for our customers, developing competitive strategies, and on and on. We engage with customers in meetings/calls.

Jigsaw 68

Jigsaw Top of Funnel Territories Maximizer 68

Partners in Excellence

AUGUST 11, 2020

As a result, sales people spent all their time finding and pursuing those, and were completely missing the large deals. It turned out, the structure and the territory assignments of the sales people in these organizations, was a problem. Each sales person, had about 1000 customers in their territories.

Ideal Customer Profile 91

Ideal Customer Profile Territories Compensation Account 91

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. Managers often avoid coaching and development because it may involve difficult conversations with their people. The problem is, we have to do the whole job if we are to be successful, maximizing our performance and contribution to our organizations.

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? You call on those companies who are “more probable” to buy from you than those who are “less probable” to maximize reps’ time.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market? Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year?

Opportunity 316

Opportunity Strategy Banking Territories 316

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. It’s an important point that too many in sales management don’t understand. The only way to make your numbers is through maximizing the performance of each person on your team.

Revenue 50

Revenue Sales Management Face-to-face Maximizer 50

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!). But we have to warn you, there are sales leaders who will advise otherwise. Then again, nothing in sales is.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Partners in Excellence

NOVEMBER 27, 2012

The sales specialist is just what the name implies–a specialist in a certain area. It could be a product line, a market segment, a solution offering. Typically, sales specialists have very deep knowledge and experience in whatever they specialize in. They are accountable for a customer and territory.

Account 90

Account Territories Maximizer Revenue 90

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. But we have to warn you, there are sales leaders who will advise otherwise. Then again, nothing in sales is. Of course.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

SBI Growth

SEPTEMBER 27, 2013

During the recent downturn, many sales forces benefitted from a uniquely capable labor market. Unemployed Gen-Y workers from hard-hit sectors like financial services turned to sales as a new career direction. It’s especially true for sales roles where the timing to change jobs is predictable. Author: John Kenney.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Women Sales Pros

MAY 25, 2018

Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. But in the end, sales people struggle to reach their full sales potential. Finally, look at the overall potential of the account and then assign territories. View my LinkedIn profile | Twitter.

Account 85

Account Territories Ideal Customer Profile Quota 85

Sales Training Connection

APRIL 27, 2015

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching. Take over sales calls.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Partners in Excellence

NOVEMBER 13, 2018

One of the biggest mistakes sales managers and sales people make is spending too much time focusing on the health of the pipeline. Managers are constantly holding pipeline reviews. Our territory and account planning processes are basically structured approaches to prospecting. Not enough in the pipeline?

Pipeline 76

Pipeline Territories Sales Methodology Top of Funnel 76

Showpad

MAY 7, 2020

Even worse, the content they get from marketing doesn’t match the messaging used in assets from the product team or the information drilled into them during training, so they confuse your buyers and end up creating their own content, wasting several hours per week.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Partners in Excellence

NOVEMBER 2, 2020

Let me unpack the issues–at least my experience: The funnel or pipeline is where we first start seeing systemic sales performance issues. We generally look at pipeline coverage and sales management mythology is “everything is great if we have 3 times coverage.”

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

Partners in Excellence

NOVEMBER 20, 2017

When are we going to focus on the basic responsibility of Front Line Sales Managers and stop playing silly math games? The job of the FLSM is to maximize the performance of everyone on their team. The rate of improvement of each person will vary, but we have to maximize each the performance of each person.

Coaching 48

Coaching Territories Maximizer Sports 48

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. I was curious to hear what he thinks. I think the opposite.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Partners in Excellence

JUNE 9, 2022

more product to sell, more territory, more pipeline, more commission, more people, more funding, more, more, more… And the response to these request is, generally, to provide more. Think about it, we constantly ask marketing for more leads! It requires us to actually diagnose why things aren’t working.

Ideal Customer Profile 72

Ideal Customer Profile Sales Qualified Lead Pipeline Face-to-face 72

Partners in Excellence

JULY 18, 2019

The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent. The sales person’s territory is open for 3 months. Average sales and sales manager tenure is 16.5

Hiring 76

Hiring Territories Buying Cycle Sales 76

Apptivo

MARCH 9, 2023

Omar Periu said- “Sales success comes after you stretch yourself past your limits on a daily basis.” However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! Bye-bye manual tasks, hello sales automation!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64