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 !

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 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.

Save a Sinking Sales Territory in Exactly 400 Words

Sales Benchmark Index

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Sales Management World Class Best Practices around Territory.

Sales Benchmark Index

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012.

Top Sales Books To Read in 2012

Fill the Funnel

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. ©2012 Fill the Funnel. © MASP - Fotolia.com.

Stop Selling For Your Competitor!

The Pipeline

Sales Skills Sales Technique Territory Plan Tibor ShantoMany sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way.

Are You A Sales Hoarder?

The Pipeline

The second area where you see strong evidence of hoarding is in their approach to territories. Time after time we see scenarios where the top 10 accounts in a rep’s territory accounts for up to 60% – 80% of their revenue base, if you look at the top 20, that number is even bigger.

The Pipeline ? Shrink Your Way To Success

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. logically shrink territories.

It’s Your Right To 100% Share Of Customer And Territory

Partners in Excellence

I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” In my accounts and territory, I constantly looked for opportunities. I analyzed my accounts and territory to figure out where I should be. Whenever I heard of a competitor winning a piece of business in some remote corner of the territory, I got pissed off—not at them, but at myself for missing an opportunity that could have been mine.

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

Sales Benchmark Index

If Technology is Not the Answer to Solving Sales Problems, What Is?

Sales Benchmark Index

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. A new Territory Design was deployed based on World-Class metrics.

The Value of Cross Referrals – Sales eXchange 158

The Pipeline

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” They are able to stay focused on their territory, while earning some incentive for asking one extra question.

3 Questions CEOs are Asking to Judge Your Performance

Sales Benchmark Index

Even if 2012 was below targets, the future is bright. He wonders if you can assign reps to the right territories to be successful. You’re called in for a meeting with the CEO. What’s it about? You run some numbers in your head as some quick prep on your way. You enter.

In the Scramble for 2013 Sales Team Planning

Score More Sales

We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year).

Why Technology Can't Solve Sales Problems All By Itself

Sales Benchmark Index

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. A new Territory Design was deployed based on World-Class metrics.

The Key to Terminating Sales Operations Stress

Sales Benchmark Index

The sales managers are yelling for updated dashboards and territories. Right now it takes a back seat along with the dashboards and territories.”. Last week, Alex and I are sitting in a swanky bar enjoying a round of Macallen 18 year old scotch.

3 Emerging Metrics for Today’s Sales Manager

Sales Benchmark Index

A’ player SMs today use Linked-In and Intra-personal connections ensuring no open territories. Do you realize that for every open territory, team quota attainment drops by 13%? Buyers are more self-directed and demand a different sales person.

The Most Critical Mistake a Sales VP Can Make

Sales Benchmark Index

Open Selling Weeks) : You can’t make the number if you have open sales territories. Failed product launch with the new product quota still assigned, operations nightmare with declining customer service, acquisition or financial default, poor territory design etc.).

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How HR Stops the Exit of Top Sales Talent Now and for the Future

Sales Benchmark Index

With Sales Operations, check their assigned sales territory. Could it be they’ve been given a territory that “sells itself” no matter who is assigned to it? Give the territory to an existing Rep temporarily. Give the territory to the Sales Manager.

How to Avoid The Impossible Quota

Sales Benchmark Index

He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc. It’s that time of year again. Last minute deals are being pushed through with discounts. Prospects aren’t responding to phone calls. And Sales Leaders are handed their 2013 goals by the CEO.

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Which Sales Rep do you Hire?

Steven Rosen

If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy.

HR Saves Sales From the End of the World

Sales Benchmark Index

Q1 of 2013 is a busy time to refill empty Sales territories. Call To Action Filling those empty sales territories quickly can be done. And if you can’t get a territory filled fast, it’s not the end of the world!

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Deliver the estimated up-sell potential for all customers by territory. Provide all prospects with estimated opportunity value by territory. Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Here, out of twenty-one territories, four were empty (19%). Vacant territories, accounting for inbound requests, generated 50% revenues of a staffed territory. “I just don’t know how to motivate them”, the head of Account Management complained. They seem totally demoralized.

A SMALL Price Decrease Is A BIG Deal

MTD Sales Training

So, Steve, we are looking at £200 per territory for three territories or £600 per month. I’ll give you 25% for three territory sales that I know I will make.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory?

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How to Ace the Project Your Sales Team Isn't Qualified To Do

Sales Benchmark Index

Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. Recently a client of mine ran into a problem.

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Thru the Candidate’s Eyes - Attracting Sales Talent

Sales Benchmark Index

Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top producers demand a fair, equitable and coverable territory. A patchwork territory based on prior relationships raises a red flag. Show the candidate your fact-based territory design methodology with minimal in-year changes, where hard-won accounts do not suddenly transition to another rep or channel.

Win, Lose or Draw - 360 Degree View of Sales

Sales Benchmark Index

A good 360 Degree View will focus on all outcomes: Wins: Great resource to watch trends and understand what is working in your market, segment, territory, etc. True ‘A’ Player Sales Reps know their capture and loss ratio. Why do they know it?

Presidents Club Winner…NOT

Steven Rosen

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. By using percentage to quota they give smaller less developed territories a distinct advantage in rising to the top. Potentially this may be a problem, for when a new rep comes into a territory all of a sudden they are a top performer.

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The Downside of Experience

The Pipeline

There does come a point when sales people establish themselves at a company, in a territory, and they go into cruise control. When you read job ads, one prevalent requirement is experience; when you talk to buyers, they will tell you they prefers to deal with experienced sales people.

Which Sales ADD Do You Suffer?

The Pipeline

These are further accentuated when you have to do both hunting and farming in the same territory; in fact I think farmers hide it better, maybe that is why it seems more pronounced among hunters.

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Demand Capture vs. Demand Creation

The Pipeline

“Lower Hanging Fruit” is great if you are a new rep to the company or territory, but in most instances sales professionals need to close more than ” Lower Hanging Fruit ” to meet or exceed quota.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

Setting new quotas in-line with both territory potential and growth targets. This post is for Small Company CSOs and VPs of Sales. One of the core strengths of any small business is its ability to adapt and pivot with the market.

Avoid a Career Mistake Before It's Too Late

Sales Benchmark Index

You’ve had average results recently because your territory is a real dog. Here’s what you should find out: Sales Territory Design : Are both existing customers and prospects considered when territory structures are built? Are the best performers given the best territories? What territory will you get as a new hire? In the trenches every day, sales reps deal with a lot of pressure. It can be self-generated, come from your company or the marketplace.

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

Maybe a change to the IC plan calls for Reps to focus on top accounts in their territories. This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers.

3 Ways to Grow Sales Inspired by Olympians

Score More Sales

What is the gold in your territory and your sales plan? This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics. There are so many inspiring stories – and what seem to be Herculean efforts to win a medal for one’s country.

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Shared Mediocrity – Sales eXchange 178 – A Question To Sales Leaders

The Pipeline

While they always talk about quality over quantity, when it comes to hiring, they seem to favour quantity over quality, preferring to have a body in a territory vs. the patience to wait for the right body.