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

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. How about Territory Analyst Manager?

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The Territory Optimization Revolution


A 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. New Concepts Driving Greater Performance .

Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. November, 2016.) If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates.

Why Sales Org Design is Critical to Your Sales Strategy Success

Sales Benchmark Index

Do you have the Right Rep in the Right Territory? Any sales leader’s success is dependent on two things. The first is strategy and the second is execution. Ensure that you have the right sales strategy by aligning your sales resources correctly. .

The Easiest Person To Lie To Is Yourself

The Pipeline

Beyond specific activities, this needs to include an overall annual territory plan; key account plans; prospecting plans; and most importantly at a minimum monthly activity plans, although it would not kill you to have one that continuously covers the next two weeks.

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. Image Copyright 123RF Stock Photo.

Social proximity account plan

Sales 2.0

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out.

Discover Which Ego Is Costing You Business, Relationships and Results?

Bernadette McClelland

‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it!

The Complete Salesperson?

The Pipeline

There is no doubt that the pattern for a long time has been to start off a sales career prospecting, because unless you adopt a territory, there is no other way to build a base, (even if you’re good at referrals, you need someone to refer you).

Bubble in the Funnel


At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers.

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Sales Manager Survival Guide – Book Review

The Pipeline

Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. By Tibor Shanto – .

5 Proven Ways To Blow A Sales Meeting – Part 3

The Pipeline

When they do, it is often unchartered territory for them, and often takes them to explore things that may not have been on either yours or their agendas. By Tibor Shanto – .

Like Leaving Flour Out of a Cake


This led to informal agreements with sales reps to accept almost all leads with little inspection in order to keep the business development rep focused on spending more time on the sales rep’s territory. Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster.

Leads 148

Best practices for improving sales process

Sales Training Connection

An obvious example of this would be a company that has separate sales forces for different markets such as a national account sales team and a territorial sales team. 2016 Sales Momentum ® LLC. Sales Process.

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. There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” The movie also coined the unforgettable phrase: “Coffee is for closers!”.

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Is Anyone Leading Lead Management?


Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

What Should You Do When You or Your Company is Disliked in Sales?

Understanding the Sales Force

If you are in territory sales, is there a competitor salesperson gunning for you? I know. Everyone loves you. You are just so likable that it's inconceivable that you could be disliked.

Which Thoughts Affect How Successful You Will be in Sales?

Understanding the Sales Force

As a matter of fact, when Objective Management Group (OMG) measures this, only 45% of the sales population have 80% or more of the possible supportive sales beliefs and only 6% (elite territory) have better than 87% of the possible supportive sales beliefs!

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW.

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. Transforming Variable Compensation Processes To Achieve Efficiency, Alignment and Growth April 2016. The Journey to Sales Incentive Optimization.

The Criticality of SPM Technology


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.

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Rio Olympic Games – The Road to Gold


It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. For a typical sales team, generating leads, developing territories, and closing deals are the foundational behaviors of success. Sales Performance Management 2016 Olympics compensation Rio Olympics sales behaviors sales compensation philosophy sales discipline sales KPIs sales leaders sales success Sales Talent Sales TeamsHow the right mix of personality, behavior, and compensation drives success.

How to Scale a Sales Team In The 21st Century – Part 1

A Sales Guy

You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. We all wanna get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look at TechCrunch, Mashable, and every other tech publication, and it’s clear. Growth is the goal. But there ain’t no growth without a highly functioning sales team.

"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.

Improving the Sales Organization’s Change Readiness


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.

A 2026 excursion to the future of sales training

Sales Training Connection

The presentation was developed as a comparison to what is happening in 2026 versus ten years earlier in 2016. A number of the authors writing back in 2016 suggested that sales training was at an inflection point. 2016 Sales Momentum ® LLC. . Sales Training – 2026.

The Secret to Making Your Number: Sales Coverage Model

Sales Result

A sales coverage model enables companies to set achievable revenue goals then reach them with thoughtful placement of sales and marketing teams/individuals in the best territories and highest value accounts. Bottom line, a sales coverage model is how a company makes their number.

Optimal Incentive Compensation Plan Design for Successful Implementation


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.

Hunters In Major Accounts?

Partners in Excellence

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory.

How to optimize your sales training investment

Sales Training Connection

If a company, for example, is shifting their go-to-market strategy to be a value-added provider that change impacts all aspects of the sales organization from the territory design to market segments to compensation plans to the skill profile of the sales team. 2016 Sales Momentum ® LLC.

The Etch a Sketch Sales Force

Sales Training Connection

It means the old adage about “if it ain’t broke, don’t fix it “ is perhaps not the best guidance for 2016 and the years ahead. 2016 Sales Momentum, LLC. Etch A Sketch Sales Force.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

To execute this shift a number of changes needed to be considered ranging from the sales compensation package to the territory design to market segments – and the skill set of the sales team. 2016 Sales Momentum ® LLC. . Sales Training Investment.

Managers, How Are You Investing Your Time?

Partners in Excellence

Coaching them on deal strategies, calls, prospecting, account/territory plans, weekly time blocking, pipelines. I couldn’t believe what I was hearing on the phone. It was a frustrated sales person looking for help.

You're Standing on Whose Sales Ground?

Increase Sales

Territory – The Most Common Ground. Of course with social media and depending upon your solutions (products or services), that sales territory may be much larger than just local. Have you ever thought about this concept of “sales ground?”

Are You Obsessing Over Your Front Line Managers?

Partners in Excellence

Where we tend to coach sales people in deal, pipeline, call, territory, skills, and other areas, coaching front line managers focuses more on the process of leading their teams and developing their people. There are endless discussions about sales people and their performance.

An Ode to Sales From St Valentine

Engage Selling

They key to lasting sales success is: Love what you sell Love who you sell it to Love who you sell it with Love who you sell it for Love the markets and territory you serve Love the results your client’s receive from what you sell Love sharing the love testimonials […].

Would You Trash A Multi Million Investment After 18-22 months.

Partners in Excellence

So we have huge opportunity costs: Open territories, while recruiting. Bad performers aren’t maximizing their share of customer or territory. Why do we ignore the onboarding process, wishing our new people good luck as we give them their territory, quota, laptop and passwords?

New Logos, Account Development, Hunting

Partners in Excellence

If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. Imagine a sales person looking at a different territory doing the same things.