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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

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.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

Subsequently, this leads to smaller territories. Determine potential by territory. Matching quotas to territory potential will maximize your best territories. It will also give reps in low potential territories a fighting chance. How do you communicate quota and territory changes? Give 'A' players the best territories. You are preparing for 2013.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. 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. Bloomfire gives your team fingertip-access to all the sales documents they need to spike sales fast — videos, presentations, selling tools , docs, spreadsheets, etc. Spring is here. Plan2Win. Bloomfire.

Tools 118

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. 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.

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

This experience has helped me recognize when duct tape is the tool of choice. It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Judging from the business shelf at the local bookstore, duct tape might be the ultimate tool for business, but I believe other tools hold more promise.

Tools 134

One Easy Tool to Improve Sales Efficiency Now

Sales Benchmark Index

Examples include optimized territory structures and off-loading non-essential tasks. Let the Scorecard tool do the math delivering an overall customer priority score. This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Just five months left. If your organization isn’t at or above revenue plan, what will you do? Strategic Fit.

Tools 120

A Sales Enablement Tool for the CEO

Sales Benchmark Index

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Set territory revenue/unit goals by product. If you don’t have these sales enablement tools to launch successfully, this is where you should focus your efforts. What if there is interest from someone in their territory?

It’s Not the Tools That Make the Salesperson

The Sales Blog

It’s Not the Tools That Make the Salesperson is a post from: The Sales Blog | S. It’s not the tools that make the salesperson. It’s the salesperson that makes the tools. Where Tools Make No Difference. A poorly trained, poorly developed, and poorly coached salesperson can only perform poorly even when provided with the best tools ( or even the best territory ). You can give a poor performing salesperson access to all of the tools that Sales 2.0 No Tools Required, But Well Placed. It’s not the tools that make the salesperson successful.

Sales is (Becoming More of) an Inside Job

Tech Bytes

These tools are quickly catching on and overtaking face-to-face visits and traditional meetings, which are expensive and too time consuming for busy buyers. Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations Inside sales will soon surpass field sales.” So, what’s driving that desire to change?

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

Sometimes the old process was so manipulated by work arounds, it is better develop a complex landscape before automation knowing that you’ll have the right tools available to execute on a more optimal 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.

Eliminate the Time Zone Confusion No Matter Where You Are

Fill the Funnel

Enter today’s web tool located at EveryTimeZone.com. If you have a national or worldwide territory keep it open it a tab so it is always available. 30 in 30 - 2013 Web Tools converter Daylight savings time Missed meetings Time Zone Time zone confusion has probably caused me more missed meetings, phone calls and web meetings than every other reason combined.

Funnel 118

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

Smart Selling Tools

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud.

Vendor 102

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Refine B2B Sales Process in 2012 With Tools and Attitude. How can our earlier scenarios improve with tools? Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Determine how you can benefit from people, process, tools, skills, and a little inspiration. Sales Tools. About. Press.

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

Historically, sales tools didn’t directly impact sales processes. For example, tools that focus on territory management, tracking commission payments, etc. Executive Interviews Sales Tools/Product Reviews Al Lieb ClearSlide sales acceleration sales effectiveness Sales Enablement This week I interview Al Lieb, CEO of ClearSlide. Nancy: What does ClearSlide do?

Finding the Right Sales Performance Management Vendor

OpenSymmetry

Sales Processes and Process Tools like CRM and CPQ. 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. Picture that.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. Territory & Account Planning. Pretty badly right?

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Today, this vital business process is plagued by archaic tools, namely spreadsheets or simplistic and inflexible bolt-ons in CRM applications. Sales Managers and Sales Ops are quickly abandoning their archaic forecasting tools and vigorously adopting Aviso Insights. Executive Interviews Sales Tools/Product Reviews Aviso K.V. This week I interview K.V. Rao, CEO of Aviso. K.V.:

BYOT Improves Your Chances of Success

Fill the Funnel

Tibor Shanto wrote an excellent post titled “ Sales Tools Don’t Fail ” in which he writes: “What’s ironic is that sales people have traditionally been early adopters of technology and tools that help them with any or all three of the things above; they were early users of the web, e-mail, and mobile phones.”. There are many more web tools that I now use on a daily and/or weekly basis.

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

Increase Sales

Later, a colleague Laura Novakowsi and myself after additional research of other goal setting tools created a goal setting worksheet that was process driven and allowed talent assessments along with critical success factors and resources to be part of that process. We named this goal worksheet The Results Tool™. Credit: Gratisography. The obvious was consistent goal achievement.

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.

Sales Managers Only Have One Real Goal!

Partners in Excellence

” Actually not, unless the sales manager has a personal territory, the only way the number can be achieved is through the people on the team. These include, making sure we have the right people on board, that they are deployed in the territory most effectively. There’s a lot of stuff written about what sales managers have to do and their key job responsibilities.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. Territory & Account Planning. Pretty badly right?

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. Sales Tool. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. February 2012.

Sales People Are Not Automatons!

Partners in Excellence

Recently, I was doing pipeline, deal, and territory reviews with several sales teams. In the reviews, they were clearly struggling–they had new sales processes, new tools to help them in executing their deal strategies, developing their accounts, and managing their pipelines. Likewise, he (and others) were struggling with the tools. I see this too often. How Do We Win?

How Much Time Will Our CRM System Take From Me?

Partners in Excellence

They’re both excited about the tool, but worried about it. They want to use the tool, but they’re worried about the time that it will take from their day. The question also shows they haven’t figured out how to incorporate the tool into their work flow. Most CRM systems have “Library” tools that manage this and make it easy for you.

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. Sales Tool. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. February 2012. weblog.

Back To Basics!

Partners in Excellence

Billions are spent in advanced or specialized sales training programs or sales enablement tools. Do they know they are accountable for everything that happens in their territory and for achieving the goals they accepted upon taking the job (and updated annually)? This includes fighting for and providing the processes, systems, tools and training needed to maximize performance?

Nancy’s Sales App of the Week: @CallidusCloud #CALDC3

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. It can route the leads based on territories and pipelines to ensure optimized distribution. CallidusCloud helps you optimize productivity and performance across your entire sales organization from lead, to revenue and that’s why we’ve name it one of our Top Sales Tools of 2015. I’ll be talking about CallidusCloud.

Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. As you think about social selling, you need to ask: Are marketers doing the referral building in a sales territory or with an individual rep’s social networks?

Crafting a Powerful LinkedIn Introduction Message

Increase Sales

LinkedIn is one of the most powerful marketing tools that small business owners, entrepreneurs and sales professionals have at the touch of their finger tips. territory. Marketing education based marketing LinkedIn Contacts LinkedIn introduction LinkedIn introduction message marketing tools sales referral small business Thank You! Good Morning. Share on Facebook.

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?

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning. Territory & Account Planning. Pretty badly right?

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. Best Practices from the Industry Outbound Selling Sales Development B2B Sales B2B Sales Insights data intelligence Good leads Outbound Sales Prospecting Sales Effectiveness Sales Enablement Tools Sales Intelligence Sales Leads Sales TipsThe movie also coined the unforgettable phrase: “Coffee is for closers!”. So, what is a lead in a sales context? But what makes a GOOD lead? It’s a challenging task.

Hacking Sales Management

Partners in Excellence

Having strong Deal, Pipeline, Territory/Account, Call Review processes. They fight for their people, getting the resources, support, tools needed to make their numbers. Using the tools: Using the tools to help maximize personal productivity as well as team productivity maximizes the ability for managers to leverage their time. That’s 100 deals. Coaching.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". The weak performer is allowed to stay in the territory.

Back from Vacation? Time to Get Your Prospecting Mojo Back.

Productivity and Motivational Tips for Inside Sale

There are 10 steps to the repeatable prospecting systems of the Sales Superheros: Just as they are getting ready to start their day, they automatically turn on all their tools. They strategically plan and understand their territory and determine the best penetration strategy. They learn their tools and prepare tactics, sales analytics, and intelligence. They set up for success.

How Is Your Time Being Spent?

Partners in Excellence

It could be the sales manager wanting to know the status of deals, the pipeline, the territory, whatever. Busyness Lean Sales And Marketing Results Sales and Marketing Tools Time Management“Time available for selling” is plummeting. Several years ago, we assessed how sales people for a very large client were spending their time. Let’s take a look at it: 1.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Sales Tool. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. February 2012. January 2012.

Sales Manager, How Are You Performing?

Partners in Excellence

Even if they did that full time, they could never achieve better numbers than a top performer in an individual territory–they have no leverage in the organizational attainment (a collection of multiple territories). The tools we have to help address performance are pretty straightforward. I want to have a heart to heart with Sales Managers/Executives. No related posts.