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The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

There are additional uses for scorecards: Marketing - to score a lead. Account/Territory management - to score accounts so that you can objectively determine the accounts on which your salespeope and/or account managers should be spending most of their time. In the table below, you can see a generic Kurlan scorecard for time/territory management as well as account management.

The Territory Optimization Revolution


A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In the same way, salesforce effectiveness is made up of different elements – the right go-to-market strategy, salesforce organisation design, role definition and candidate selection, the right incentive design, and the right sales processes. seconds. seconds.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

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? Overlay this with your current territory structure.

Are Your Sales Territories Keeping Pace with Customers?

Sales Benchmark Index

One root cause of rep turnover is an unproductive account/territory assignment. Often, territory assignments are outdated and have not kept pace with market changes. Territory Design Sales Operations Strategy sales operations Account Segmentation Sales Ops Sales reps want to be productive. Productivity results in quota attainment and job satisfaction.

How to Optimize Inside Sales Territories

Sales Benchmark Index

Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. Identify Market Opportunity. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. Total Available Market. This will enable you to design territories where each sales representative has room to sell. What percent of leads convert into opportunities for each territory?

Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. The automation of Territory and Quota Management processes onto the next generation solutions, provided by existing Sales Performance Management (SPM) vendors, is what we are seeing emerge in the marketplace. Territory Definition and Modeling.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

And it means empowering Sales with the right marketing materials so they can sell effectively no matter who they’re meeting with or where (that means mobile, social, and international)! Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. Alert salespeople to whose most likely to buy right now.

Tools 87

Get the Sales VP’s Attention with This Enablement Tool

Sales Benchmark Index

As a sales enablement leader do you think about sales territories? Have you been asked if they’re optimized to market potential? Territory Design Sales Operations Strategy Sales Enablement Director of Sales Enablement Have you thought about developing a process that changes the organization? If yes, keep reading.

Tools 75

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Marketing automation. Sales & Marketing Content. Territory & Account Planning. Sales Effectiveness account planning contract management deal flow esigning Inside Sales marketing automation mobile selling performance and compensation pipeline management power prospecting quoting and pricing Sales Enablement territory planning value selling InsideSales.

When Sales Met Marketing …

Jonathan Farrington

And not unnaturally, few marketers will question the value of sales leads however they are generated, but the reality is that a poorly integrated lead generation program can actually reduce the overall productivity of a sales-force. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market. 0.00 – Value?

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. I could do this because my territory was very defined—the semiconductor industry in the western half of the U.S. Let’s give it a name.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. That’s me with Sassy. Act-On Software. Video.

Vendor 102

What Happened When Sales & Marketing Got Married?

Jonathan Farrington

And not unnaturally, few marketers will question the value of sales leads however they are generated, but the reality is that a poorly integrated lead generation program can actually reduce the overall productivity of a salesforce. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Well, it’s neither.

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Original article: Duct Tape is Not a Sales or Marketing Tool! ©2013 I’ve been a Sales VP and a President of a company. I’ve also been a sales rep in various levels and industries most of my life. Do you have duct tape in your company?

Tools 134

Sales is (Becoming More of) an Inside Job

Tech Bytes

While that prediction was made a little more than a year ago, the market seems determined to make it a reality. Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video.

Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Those opinions come from folks out in the world of sales and from marketers, which I admit confuses me, because marketers don’t sell. Not marketing. I’m all for marketing and sales alignment. But come on…marketers taking the stage to discuss social selling? As I have written before…social media marketing is NOT the same as social selling. Here’s my view….

The Dos and Don’ts of Marketing Warfare

Vertical Response

Implementing marketing warfare strategies is the perfect addition to your overall marketing plans and can help to reshape your standing within an industry. Developed in 1986 by Al Ries and Jack Trout (considered two of the godfathers of marketing), the theory focuses less on customer-oriented campaigns and more on maximizing all areas of a business towards the goal of outshining others. There are four strategies used in marketing warfare. This may include introducing a lower priced alternative, more personalized service, or niche offerings within the market.

See What Happens When Sales & Marketing Get Married

Jonathan Farrington

And not unnaturally, few marketers will question the value of sales leads however they are generated, but the reality is that a poorly integrated lead generation program can actually reduce the overall productivity of a salesforce. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market.

The Most Important Word Missing From Your Go-To-Market Strategy

Sales Benchmark Index

Affiliate Marketing in Emerging Markets

Software Business Blog

From an international merchant perspective, after you have the “hottest” regions of the world already covered – North America and Western Europe – the next step is to look towards emerging markets. These markets provide room to expand if you address them the right way. Consider using affiliates to expand into these markets. Research the local affiliate markets.

Improving the Sales Organization’s Change Readiness


Sales organizations face a constant challenge responding to changing selling techniques and markets. As we know, SPM is a ‘broad church’ spanning talent acquisition and development, sales process, Territory and Quota Management (TQM) and incentive compensation design and management. Sales Process – Agile response to the market through mobilization of predictive analytics.

Optimal Incentive Compensation Plan Design for Successful Implementation


Understand your challenge – the market, the sales organisation and the behaviours you need. Make sure that you align other sales performance management elements like account management, territories, quota, sales coaching and on-boarding to make sure there is no disconnect with plan design. Then add onto that any charge backs or adjustments for territory changes. Cost Impact.

Sales Performance Management: Not Your Parent’s Compensation Calculator


Competition and Cloud enabled product vendors to quickly bring to market improvements on the ICM and SPM technology products. There are a number of key aspects that are evolving in the SPM world, making operations and processes more efficient: Stand-alone Territory & Quota Management Modules are now being incorporated into systems. About the Author.

The “Appification” Of Sales And Marketing

Partners in Excellence

It seems to me the best business to start these days is an App business focused on sales or marketing. I wrote about the Proliferation Of Marketing/Sales Apps. In the past year the number of Marketing Technology Apps have gone from 947 to 1876, in 43 different marketing technology categories. Sales and Marketing Executives have a huge appetite for these technology solutions, spending $10’s of billions each year on these (just the apps, not implementation, integration, etc.). Then another on the territory plan. They built great tools.

The Criticality of SPM Technology


While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. How critical to sales success is the right SPM technology? The answer is simple.

Five Keys to Accelerated Lead to Money


As someone that works in the world of Marketing, I have seen first hand that marketing and sales working together can sometimes be like trying to mix oil and water. While Marketing understands why certain processes and procedures are designed and in place, other departments might view it as cumbersome and a hindrance to their day-to-day operations. Sales Enablement.

Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

The sales person’s job is to maximize the share of account or territory for which they are responsible. I believe it is our God-given right to 100% share of customer and share of territory. In maximizing share of account/territory, sales people also have to focus on retaining all the revenue currently being generated in the account and territory.

Five techniques to bridge the marketing-sales chasm

Sales Training Connection

Marketing-Sales Alignment. Much has been written about the Marketing-Sales chasm. That’s why I was struck by a post by Christine Crandell in the Forbes blog on how Marketing and Sales can gain alignment. In that post, four techniques were offered to assist in aligning the Marketing and Sales effort. The first step is to invite marketing to sales training.

Finding the Right Sales Performance Management Vendor


According to Gartner’s 2015 Magic Quadrant of Sales Performance Management , the market is continuously starting to mature with the estimated growth to be more than $1 billion by 2017. Territory and Quota Management. We are excited to announce the release of our newest edition of the SPM Vendor Guide on the resource center of our company website. Candidate Assessment and On-Boarding.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Talking about the great marketing program you have been developing and following through with it are two very different actions. Marketing.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. A common concern I hear from sales leaders across all verticals is that they don’t feel that reps are fully covering their territories. logically shrink territories.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. You often hear sales leaders articulate their long-term plans, direction of the market, and how they plan to take a leadership role in many of the developments they outline. Marketing. Territory Alignment. When Sales Met Marketing.

Territory and One-on-One Meetings

Empowered Sales

Territory Meetings. This regular sit-down should focus on the market and territory development. The key objectives are to ensure success in the territory and early detection of any significant challenges. Key questions to be answered in a territory meeting include: What is the current objective (sales goal) of the territory? One-on-One Meetings. That’s OK.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. For a great view on SMB, Social Media and internet marketing, just check out “ SMB’s, social media and reality intersect ” a post earlier this year on the SMEBS-B2B Blog. Marketing. Territory Alignment.

Book Review: Marketing Shortcuts for the Self-Employed

Sales and Management Blog

Whether you own your own business or are a salesperson responsible for generating your own sales, marketing is a major part of your business life. In a world flooded with marketing messages where each marketer is trying to scream louder than the next, finding effective ways to get the word out to your target market is becoming increasingly difficult. As the title indicates, Marketing Shortcuts for the Self-Employed focuses on utilizing online resources and social media to find and reach quality prospects. Book Reviews

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. RT @renbor How Marketing Can Help Sales After the Handoff [link]. Marketing.

Hunters In Major Accounts?

Partners in Excellence

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory. It’s not any different from what we expect of our hunters, except the concept of the “territory” has changed. No related posts.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder. Ned was given the smallest territory and worst customers. What would have happened if Ned was given Todd’s territory?