Trending Sources

The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

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. Dave Kurlan account management time management scorecard territory management

Allocating Sales Territories For Maximum Revenue Growth

Sales Benchmark Index

Magazine Sales Strategy propensity to spend revenue growth revenue growth methodology sales revenue sales strategy sales territoriesCharles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1 billion in sales.

The Territory Optimization Revolution

OpenSymmetry

critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Secondly, it forces companies to think about how territory, quota, role, and incentive design fit together to develop an efficient, motivated salesforce.

4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly. Contact sales representatives who had the territory / customer before. Step 1.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change. It is important to understand why sales management makes a territory change.

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. Lenses to Optimize for Inside Sales Territories. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. This will enable you to design territories where each sales representative has room to sell. Key Takeaway: ensure equal opportunity in terms of total market potential ($) for each territory. Identify Market Opportunity.

7 Ways to Become the CEO of Your Territory

Modern B2B Sales

These are the people who are given added responsibility, and entrusted with the larger deals and better territories. You can achieve this by thinking of yourself as CEO of your own territory. Being CEO of your territory means finding a way to achieve your sales number no matter what. Here are seven ways to become the CEO of your territory: . 1. Manage your perception.

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? When was the last time you re-designed your territories?

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth. Now we are entering “only-me territory” – the hallowed turf of the sales world. But actually, no, it gets even better! General

5 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

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. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Getting the best reps in the best territories.

Part II The Territory & Quota Management Revolution

OpenSymmetry

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.

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth. Now we are entering “me-only” territory – the hallowed turf of the sales world. But actually, no, it gets even better! General

Why Your Contacts Are Territorial About Your Relationship

The Sales Blog

Why Your Contacts Are Territorial About Your Relationship is a post from: The Sales Blog | S. It isn’t always pretty, and it isn’t usually easy to find your way out of a territorial relationship. Trust b2b building consensus Client Acquisition Procurement Supply Chain Management Territorial trust Winning Hearts And Minds Anthony Iannarino. Crossing Boundaries. And why not?

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

Quota 52

Sales Management World Class Best Practices around Territory.

Sales Benchmark Index

No Sales Territory, No Sales

Sell More and Work Less

Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching The Sales Leader

What Makes Territories Unfair

The Sales Blog

What Makes Territories Unfair is a post from: The Sales Blog | S. Territory plans are mostly unfair. Territory plans are unfair to the clients within the territories because they are designed to ensure that the opportunities have coverage, not that the right salesperson is assigned to the right prospect. Territories aren’t built on the criteria of who the best person to create value for the client would be. That makes the territory unfair to the prospective client. Territories are unfair to the salesperson for this same reason. Anthony Iannarino.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”. Now we are entering “only-me” territory – the hallowed turf of the sales world. But actually, no, it gets even better!

Save a Sinking Sales Territory in Exactly 400 Words

Sales Benchmark Index

Baseline Selling Time to Increase Revenue Per Sales Head

Sales Benchmark Index

Article Sales Strategy increase revenue per head maximize selling time sales strategy Selling time territory alignment

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”. Now we are entering “only-me territory” – the most hallowed turf of the sales world. They have complete account control.

Get the Sales VP’s Attention with This Enablement Tool

Sales Benchmark Index

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

Tools 71

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

Smart Selling Tools

Territory Management & Quota. Marketing Sales Effectiveness Sales Management Sales Tools/Product Reviews 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 sellingSales Enablement. Social Selling.

Tools 87

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

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 How badly do you want your team to blow away their quota? Pretty badly right? InsideSales.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. Sales Effectiveness account planning account strategies bloomfire expense management expense reports gorilla expense plan2win sales achievement sales proposals Sales Prospecting sales tools territory plans YeswareTweet Spring cleaning to rejuvenate sales. Spring is here. Spring is a time when the world begins the process of renewal and rejuvenation. Plan2Win. Gorilla Expense.

Tools 118

How to Get The Most Out Of Your Sales Talent

Sales Benchmark Index

Territory Design Sales Performance Management Talent Management Compensation In all professions, talent is a key element to success. This is most obvious in sports but can be said for all professions. Put the most talented team on the field and you’ll often win. Notice I didn’t say always. The majority of your “A” sales players are talented.

6 Reasons Why Having a “Territory Free For All” Will Hurt Your Sales

Sell More and Work Less

Recently I have met a few companies that insist on not having territories for their sales team. call this a "territory free for all." Bad decision. A "territory free for all" only leads to dysfunction and poor sales. Here are 6 reasons why: Best of the Sell More Work Less Blog

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. 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.

How Your 5th-Grade Geography Quiz Informs Sales Force Design

Tech Bytes

I recently helped a high-tech client revamp its North American sales territories. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the sales rep assigned to it, regardless of the rep’s individual capability. ZS Associates ZS High Tech sales force design Ryan Madsen sales territory planning geographyAt the start of the project, while looking at a map of the United States, I recalled a quiz from 5th grade for which I had to memorize all 50 states and write their names on a blank map.

7 Key Responsibilities of Sales Managers

Pipeliner

Armed with a territory, price structure, and targets, they could roam, free-range style, so long as they managed their territory and produced results. The B2B buying process is shifting, and as a result, selling as we know it has shifted, too. Until lately, salespeople had a lot of control. Sales management provided oversight, bridged with […].

Sales is (Becoming More of) an Inside Job

Tech Bytes

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. Inside sales will soon surpass field sales.” So, what’s driving that desire to change?

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Nearly every company gets to the point where they must realign territories, accounts or roles. Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. If the territory generates $1 million in sales, John gets $100,000 in commissions and his total compensation is $175,000. Image Copyright 123RF Stock Photo.

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. vp of sales sales sales management ceo sales consulting sales vision sales training sales leadership sales goals sales efficiency sales effectiveness territory planning sales segmentation tailored approach sales strategy lead generation

Improving the Sales Organization’s Change Readiness

OpenSymmetry

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. TQM – High modeling capability to deliver new territory alignment and quotas. Meeting the Change Readiness Challenge. So, how best to meet the challenge? Understanding the Change Challenge. Conclusion.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

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. We typically come across 2 scenarios with regard to plan design and automation. Cost Impact. Future Vision.

Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

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. While these lack some of the mapping functionality of specialist territory alignment software, they present a broader range of capability. About the Author.

The Criticality of SPM Technology

OpenSymmetry

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.

ROI 21

Inventory Clearance B2B Style

The Pipeline

Accountability Attitude Business Acumen Change Management Disqualify EDGE Selling execution Funnel management Leadership Next Steps Play to Win Preparation Retention Sales Leadership Sales Mistakes Sales Success Territory Management Time Allocation Communication EDGE Sales Process how to sell better Planning Proactive Renbor Sales Solutions Inc. Territory Plan Tibor Shanto

Sales Incentive Optimization

OpenSymmetry

Territories have been arbitrarily changed and accounts reallocated so that Account Managers have to spend the first quarter getting to know new customers, so undermining their ability to hit target. The Journey to Sales Incentive Optimization. The recent e-Reward conference in London (May 12 2016) had a number of important messages for the Compensation and Benefits community. Your Move.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

Territory and Quota Management. Each of the vendors listed help organizations address common business problems including, but not limited to, territory alignment, driving the right sales behaviors, planning and forecasting, and most importantly, help organizations drive and sustain growth and profitability. Candidate Assessment and On-Boarding. Coaching and Training. Picture that.