SBI Growth

DECEMBER 30, 2016

billion in sales. He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth. Charles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1

Territories 136

Territories Revenue Maximizer Enterprise 136

DiscoverOrg Sales

APRIL 19, 2018

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

SBI Growth

DECEMBER 23, 2013

When your territory is changed, it opens a lot of questions for Sales Reps. Total revenue potential, changes in quota, expected numbers of new customers are common themes. But can you, the Sales Rep, make a living in this new patch? To answer those questions, we built a Territory Evaluator. Why Territories Change.

Territories 276

Territories Quota Travel Maximizer 276

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

SBI Growth

APRIL 6, 2013

Since January 1 st , your top 3 sales reps have all left the company. These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. Getting the best reps in the best territories. The next step is to look at your sales reps.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Anthony Cole Training

SEPTEMBER 8, 2023

Graduating from college, I went right into a high-pressure sales job selling newspaper advertising for The Dallas Times Herald in the burgeoning Dallas, Texas marketplace. It was a hustle out there as we competed with The Dallas Morning News who had a greater share of the subscriber and ad revenue markets.

Territories 237

Territories Advertising Advertising Small Business 237

SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. How often should they be visited?

Territories 303

Territories Marketing Analysis Segment 303

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. What are some of the general company benefits from a well managed CRM … Increased revenues.

CRM 71

CRM Revenue Company Hiring 71

The Spiff Blog

FEBRUARY 9, 2023

But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. If quota setting is critical to forecasting, goal setting, and sales capacity planning , how is it that so many organizations still miss the mark? In fact, with only 24.3%

Quota 70

Quota Revenue Lead Rank Territories 70

SBI Growth

AUGUST 29, 2018

It’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers. You hear the crackle of the fireplace as another log gets added to the fire. The kids are smiling from ear.

Territories 184

Territories Compensation Revenue Industry 184

Partners in Excellence

FEBRUARY 17, 2020

” Let me explain myself, revenue is important. But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth. Let’s also manage two sales people. They hit their goals of $10M each!”

Revenue 95

Revenue Territories Face-to-face Quota 95

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 106

Pipeline Tools Coaching Forecasting 106

InsideSales.com

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. What is Rev Ops?

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

SBI Growth

NOVEMBER 21, 2018

Article Corporate Strategy Sales Strategy Talent Strategy 2018 2019 A-Players address concerns address issues align talent align talent with potential b players boss build your bench c-players calculate candidates ceo comp compensation creat a plan create a plan departure estimate Drew Zarges exodus external gut bunch identify suspects internal invest (..)

Sales Talent 223

Sales Talent Territories Compensation Retention 223

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. Everyone assumes they are all-star sales geniuses.

Territories 87

Territories Revenue Data CRM 87

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. In this article, we’ll look at the connection between sales and learning goals.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Xactly

DECEMBER 12, 2018

This the fourth blog in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. So far, in my blog series on sales planning, we’ve looked at: Part one: Adopting the right sales planning approach. Part two: Evaluating sales rep ramp time and attrition. Download Guide.

Territories 67

Territories Quota Guidelines Software 67

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. Get started with this three-step process.

Revenue 122

Revenue Proposal SalesForce Lead Rank 122

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate.

Outsourcing Services 197

Outsourcing Services Territories Proposal Sales Methodology 197

SBI Growth

JUNE 11, 2017

Some sales reps only make their revenue objectives by selling to the easy accounts. And yet, some sales reps have so many accounts to. Others are spending too much time with accounts that do not fit the ideal customer profile.

Ideal Customer Profile 149

Ideal Customer Profile Territories Analysis Account 149

DiscoverOrg Sales

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. My manager liked the approach and asked me to present the process to the entire sales team. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

Pipeliner

NOVEMBER 23, 2022

This month, Pipeliner is introducing an unparalleled sales forecasting approach: the Pipeliner Revenue Intelligence Loop! Companies need to realize today that competition is becoming so fierce because competitors are becoming better at predicting their gross revenue. Sales Management and Quotas. Forecasts.

Pipeline 97

Pipeline Revenue Forecasting Quota 97

Zoominfo

JULY 5, 2022

This makes routing marketing leads to your sales team a critical step for driving revenue growth. A modern routing strategy that’s built for revenue growth includes three main elements: Integrated account-based selling tools The ability to route any object (e.g. They become reality.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

Territories 68

Territories Demographics Travel Distribution 68

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. According to the recently released State of Revenue Productivity Report , organizations published an average of 642 new assets in 2023.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195

The Center for Sales Strategy

APRIL 28, 2021

Increasing sales productivity and performance is a top challenge for any sales leader. In conjunction, the 2020 Media Sales Report found that nearly 1 out of every 3 (31%) of salespeople spend 20-25% of their time in discovery meetings. One study even found that it surpasses the obstacles of recruiting, hiring, and onboarding.

Hiring 90

Hiring Revenue Maximizer Territories 90

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

Revenue 316

Revenue Hiring Lead Rank How To 316

Smooth Sale

AUGUST 25, 2022

Attract The Right Job Or Clientele: Are You Building Client Loyalty and Revenue? Typically, companies provide comprehensive training for their new representatives on how to acquire the initial sale, but omit building client loyalty and revenue. Imagine finalizing a sale to a large company. Photo by John Hain via Pixabay.

Loyalty 78

Loyalty Revenue Hiring Vendor 78

SBI Growth

MARCH 7, 2017

Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. Turn to the Sales Strategy section and flip. To follow along, download our 10th annual workbook, How to Make Your Number in 2017.

Territories 168

Territories Workbooks Resources Revenue 168

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank 101

Lead Rank Territories Lead Scoring Quota 101

SBI Growth

SEPTEMBER 6, 2018

As you lean back in your chair, proud of your team’s sales accomplishments the prior year, It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.

Territories 136

Territories Strategy Sales Analysis 136

Force Management

MARCH 19, 2024

Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge.

Territories 120

Territories Forecasting Revenue Coaching 120

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Mereo

FEBRUARY 21, 2024

By now, heads of sales everywhere have their revenue plans in place for 2024. And whether or not you took part in the creation of the plan, as the head of sales you now own the commitment to see it through for your team, your investors and your organization. DO YOU HAVE WHAT IT TAKES TO ACHIEVE YOUR REVENUE PLAN?

Revenue 41

Revenue Ideal Customer Profile Churn Territories 41