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.

Inside Sales Growth Beyond CRM

Velocify

This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. How is CRM helping them to execute? The post Inside Sales Growth Beyond CRM appeared first on Leads360 Blog. CRM Sales Automation

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How Many Sales People Can Dance On The Head Of A Pin?

The Pipeline

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. by Tibor Shanto – tibor.shanto@sellbetter.ca.

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Planning for new analytics software, Business Intelligence platform or new/upgraded CRM? Click here for an example of building a referral program maintained in your CRM.

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7 Must-Have Automated Documents for Sales Success

CRM) platforms, lead funnel strategies, and new communications tools to accelerate. source, territory, or industry vertical—to make quick. planning (ERP) systems and other sources outside of your CRM that could add value to your. The 7 must-have automated.

3 "A" Players Who Aren’t Really “A” Players

Sales Benchmark Index

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. CRM adoption?

Another New Sales VP - Now What?

Sales Benchmark Index

Sales Process / CRM Overview – Provide a view of the pipeline, the sales process, forecasting and the CRM tool being used. Territory Design / Structure Process. The average tenure of a B2B Sales VP is about 18 months.

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An S.O.S. From Sales Ops to Company Leadership

Sales Benchmark Index

Territories and quotas that maximize output. Buyer Persona research living in your CRM. Listen up Chief Sales Officer. Take note CEO, marketing leader and CIO. It’s time that Sales Operations gets your undivided attention.

Energize Sales Onboarding – Make it Agile

Sales Benchmark Index

This signals the end of sales training and readiness to handle a territory. Subject Matter Experts tend to be organized in disciplines like Industry Marketing, CRM, and Proposal Writing. Sales turnover is a silent killer.

13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

This means some territories are not producing to expected or potential revenues. There are ten more indicators to watch for in the Turnover Trouble Tool including: CRM logging activities. “Do we have a sales turnover problem that needs to be fixed now?".

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Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

She currently works in a peer territory - not in the one needing an SM. On one extreme, a company may enforce very little use of a CRM. They are trying to get better at this - implementing a CRM for the second time. Fill the open territories with the right SM.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. A media organization recently created home grown CRM system. Success is based 50% on talent and 50% on performance conditions. As you plan for 2014, are you investing enough in both?

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The Rise of the Agile Performance Review

Sales Benchmark Index

CRM tools now include dashboards that give instantaneous views. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. The traditional annual review process is a waste of time.

Hit the Road to Improve the Stick-Rate of Your Initiatives

Sales Benchmark Index

Rolling out a new CRM tool or territory structure. You’ve put new CRM and related tools in place. Simply watching as they enter data in your CRM helps. Delivering initiatives that make a difference in the field is what matters.

The Key for Sales Ops in Driving Change

Sales Benchmark Index

Rolling out a new Sales Process or CRM tool. Territory redesign. We’ve all heard the expression that “the only thing that remains constant is change”. As a Sales Operations leader, your success depends on getting change initiatives to stick. Today, this is more relevant than ever.

I Don’t Want Your Stinkin’ CRM System

Partners in Excellence

I allow myself to get sucked into discussions about CRM systems. CRM has been around for decades, one would think these discussions are a thing of the past. But don’t let their misinformed approaches to CRM limit your ability to maximize your own personal productivity and effectiveness. I can’t imagine any high performing sales person not using tools like CRM and exploiting them to the fullest–regardless of what management says. I’m so stupid.

Inside Sales Power Tip 103 – Plan Everything

Score More Sales

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory.

Staying Ahead of the Sales Clock by Aaron Tolson

Increase Sales

Two of the biggest time gobblers are schedule planning and administration, such as making sure the CRM system is up to date. Feeding data into the CRM system. The reality is that CRM data is important to companies and they push sales reps hard to update it.

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Increasing Seller Adoption of CRM: Turning a Passive Data Repository into a Powerful Decision-Making Tool

Miller Heiman Group

No seller has ever said, “My CRM helped me close that deal.” Yet customer relationship management (CRM) systems hold the information that could help sellers close deals. CRM systems are now more affordable and accessible than ever. And companies are responding: businesses of all sizes increasingly invest in CRM technology, as evidenced by the 26 percent increase in revenue experienced last year by Salesforce, the largest provider of CRM solutions.

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BYOT Improves Your Chances of Success

Fill the Funnel

They were: Jigsaw – to capture the email and phone number of the prospects in my territory. CRM platforms and Marketing Automation platforms are examples that require a different approach. Original article: BYOT Improves Your Chances of Success ©2013 Fill the Funnel.

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Job Hunting? How to Interview Your Interviewer

Keith Rosen

Would I be assigned a specific territory to manage?). What CRM do you use? Looking for a promotion, career change or a new job?

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Sales Person As Orchestrator Or Resource Manager

Partners in Excellence

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

It’s Not About The Form/Template

Partners in Excellence

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! They want to see the form, template, or the CRM worksheet completed. Likewise, account, territory, call, and pipeline plans help you think about and analyze the things critical to the customer and your success in each area.

Conditions Of Employment

Partners in Excellence

That they complete their reports, keep managers informed (dare I say, use the CRM system), submit honest and timely expenses. A warning to my readers, I tend to be a little hard nosed every once in a while. This is one of those times.

Choosing the best CRM for sales [Insider’s guide]

OnePageCRM

“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a sales CRM is. Jump ahead to: What is a sales CRM and why use it? Do you need a CRM for sales? Poor choice of CRM.

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The insider’s guide to choosing the best CRM for your sales organization

OnePageCRM

“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a CRM is. Jump ahead to: What is a CRM and why use it? Do you need a CRM? The core features of a great CRM.

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What Happened When Sales & Marketing Got Married?

Jonathan Farrington

What was required, in short, was a flexible and dynamic database, geographically structured to the individual sales territories and regularly updated as the customer base grew.

When Sales Met Marketing …

Jonathan Farrington

What was required, in short, was a flexible and dynamic database, geographically structured to the individual sales territories and regularly updated as the customer base grew.

Part 1: 21st Century Selling: Unlocking the Power of Mobile Devices to Improve Performance & Grow Sales

The Brooks Group

Drawing bees to honey: Conventional territory route plans get turbocharged by integrating location data from a mobile device with prospect-profile data that includes the prospects’ purchase history of competitors’ products. . This post is by Mark Ippolito. Mark is a Sr.

Part 2: 21st Century Selling: Unlocking the Power of Mobile Devices to Improve Performance & Grow Sales

The Brooks Group

Regrettably an organization’s key strategic objectives may become obfuscated (some may say hijacked) by a myriad set of complex technical decisions— device selection, application capabilities, CRM integration, database configuration, etc.— This post is the second in a series by Mark Ippolito.

Leading By Example

Partners in Excellence

As often happens, the issue of CRM and CRM utilization arose. It was particularly sensitive with this group, since they had just implemented their first CRM system. I asked for a quick break, sat down with the CRM administrator and looked at some reports.

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Deliver the estimated up-sell potential for all customers by territory. Provide all prospects with estimated opportunity value by territory.

New Product? Don’t Forget to Update the Sales Compensation Plan

Sales Benchmark Index

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. When designing the quota for 2013 sales reps, incorporate the new product into the compensation plan. This benchmark will help determine how the market has shifted in terms of pay practices, total target compensation, territory management, etc.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Commonly CRM, Goldmine, Salesforce, Excel, SPSS, PowerPoint, Office, SAP/Oracle, LexisNexis, HRSmart, Sageabra, MBAware, Synergy, and Word, were used to track my successes and those I directly impacted offering detailed areas of successful practices and areas of needed attention. ► 2013. (1). Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011.