Your Sales Management Guru

SEPTEMBER 29, 2014

and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. Are you territory based or open territories? What is your sales process?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

NOVEMBER 3, 2014

Worked a regional sales territory vs a local geographic one. New territory development/Hunter experience. Simply put, it is critical you define specifically and at a minimum the 5 work experiences/knowledge that you require and the 5 psychological or emotional characteristics the job demands. Can work independently-home office.

Lead Rank 82

Lead Rank Lead Scoring Hiring Territories 82

Your Sales Management Guru

MARCH 10, 2014

What account or territory intelligence and relationship building is important. In building either plan consider these key elements: • What training and development programs are important to reinforce. What prospecting and activity goals are important to manage. What revenue/margin goals that need a focus. What did I miss?

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Your Sales Management Guru

JANUARY 3, 2012

4.1.2 Territory definition. Sales Goals. 3.1.1 Revenue. 3.1.2 Profit. 3.1.3 Units or Product Groups. 3.1.4 Target Customers. 3.1.5 Market Share. 3.1.6 Other Goals. 3.1.7 Sales Organization. 3.1.8 Personal Goals. Market Coverage Strategy. 4.1.1 Market definition. 4.1.3 Target Accounts.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

MAY 6, 2013

. • Cover the development of a Salesperson’s Business Plan – development techniques, their use in account development, pipeline and quota attainment, influencer/consultant focus, new account creation, market and territory coverage, and personal and sales skill development. . • Attendees will learn: 1) sample forecasting formats.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Your Sales Management Guru

AUGUST 10, 2016

But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. This firm in 6 years had a 20% growth rate in an industry that was growing 3% annually, they quadrupled sales and profits margins were double the industry norms. Do I have your attention YET?

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Your Sales Management Guru

APRIL 11, 2011

Market and territory analysis. It’s all about measuring the impact of change and, based on the insight, adjusting specific tactics for improvement. Sales leaders must have their process defined to execute on the following areas: Organizational design. Recruitment strategies. Compensation planning. Strategic alliance program development.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56