A Sales Enablement Tool for the CEO

Sales Benchmark Index

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization.

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. “Big data” is very 2012.

Data 170

The Best Methods and Worst Approaches to Use for Next Year’s Territory Design

Sales Benchmark Index

As we rapidly approach Q4, you are behind the ball if you haven’t finalized your 2019 Territory Design. According to Harvard Business Review, “Research shows that optimizing territory design can increase sales by 2% to 7%, without any change in.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. 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. The 7 must-have automated.

Hiring Salespeople Should Not be Like a Coin Flip

Understanding the Sales Force

Not only do you start the process all over again in several months, but the lost opportunity and lost revenue create negative territory momentum, where the pendulum swings to favor the competition.

Breaking into a New Company or Sales Territory

Selling Energy

When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport. Make sure people know who you are and what you specialize in. sales performance

10 Sales Statistics You Should Know in 2019


Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Mary Kay Cosmetics has 5,000 employees, as reported to Forbes as a Top Company for Diversity in 2019.

Drive Double-Digit Revenue Growth by Interlocking Compensation Design & Territory Alignment

Sales Benchmark Index

Article Sales Strategy 2018 2019 benchmark best practice broken christmas comp compensation plan concerned december design principles Gartner industry John Marcsisin market market practice methodology misaligned territories org organization organizations plans productivity quota setting sales sales rep sales reps territory design wondered worried yearIt’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers.

How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

For remote sales reps, it’s imperative to drill crystal clear understanding of territory assignment, outreach protocol, and targeting and follow-up processes. We’d love to hear how you track and drive productivity for your remote sales and customer service reps in 2019.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? According to the same Demand Gen Report , 68% of Marketers have the goal of targeting more specific segments for better engagement in 2019.

Data 156

Attention CRO’s – Your #1 Priority in Next 30 Days for FY 2019


I see sales leaders spend time with compensation plans, territory models, new technology integrations, etc. You just got the troops back into the office for another big year.

Sales Compensation Planning: Everything to Consider in 2019


The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance.

Too Much Drama per Dollar

The Pipeline

Whether it is a discussion on quota, territory, or the state of an account, these are all excellent indicators of where a rep is will to invest their skills and time, and more importantly, your time and resources. Wednesday, January 16, 2019, 5:30 PM to 8:30 PM Kramers Bar and Grill 1915 Yonge St. There will be featured guests from all side of sales, including buyers, sellers, service providers, and many others to help you take up your sales in 2019 and beyond.

ACT 170

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results. Great managers don’t accept existing territories as unchangeable. are required for each territory?

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance.

Become a Top Sales Manager with These 6 Essential Tips


Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Becoming a lead magnet: How Kate Turchin, the Cloud Security Singer, went from working a tiny territory to an online sales sensation in a few short weeks

Predictable Revenue

The post Becoming a lead magnet: How Kate Turchin, the Cloud Security Singer, went from working a tiny territory to an online sales sensation in a few short weeks appeared first on Predictable Revenue. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes the pod’s first online singing sensation: Kate Turchin, the “Cloud Security Singer.”.

12 inside sales skills you need to master to be a top-performing rep


Training yourself to become an effective problem-solver will take time, repetition, and most of all—a willingness to proactively challenge yourself to be in a position of vulnerability, when solving difficult problems comes with the territory.

How to Setup a Commission Plan in Six Steps


It identifies your capacity needs, quota allocations, and sales territory design. Optimized territories then ensure reps have the opportunities they need to reach quota. Balanced territories are cost effectively and help ensure you have the right amount of resources in each area.

You’re Done with the Revenue Plan; What’s Next?

Sales Benchmark Index

“Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations. New tools make the process easier, however the resource allocation decisions.

A Peek Into Demandbase’s Data-Driven Field Marketing Approach


As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decision making and planning.

Data 76

It’s Time to Start Thinking About 2019 Sales Compensation Design

Sales Benchmark Index

Article Sales Strategy best practice boss ceo checklist compensation planning design John Marcsisin meeting month narrow miss org organization Q3 quota setting sales sales comp sales compensation sales org sales organization strategic alignment territory alignent

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers. In this interview, I talked with Amy Volas , Founder and CEO of Avenue Talent Partners about why relationships STILL MATTER in selling, and frankly, in life.

Focus on these 3 areas for your Happy New Year Strategy

Babette Ten Haken

In my keynotes and workshops on workforce profitability for business growth , I tell the story of a regional VP of Sales who recruited me to move into a new territory, in a new state. A Happy New Year Strategy keeps your own professional development front and center throughout the year.

SME 86

How to Spot, Develop and Retain Top Talent

Sales Benchmark Index

How To 186

What is a Strategic Sales Plan?


Processes: Are your sales territories balanced ? Territory design. Your Territory Design Matters. Your sales territories map the playing field for your strategic sales plan.

PODCAST 40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack

Sales Hacker

Welcome back, it’s really exciting to be in the heart of 2019. Whether it’s with territory design, or with a dispute about which lead belongs to which person.

The Secret to Building Strong Sales Teams

Sales Hacker

Clarity on territories. In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? Build Teams Like a Pro Sports Recruiter.

How Top Managers Coach Salespeople to Exceed Their Sales Goals

Keith Rosen

What techniques will you be using (social media, cold call, warm call, referrals, cross-selling/up-selling into customers, calling on accounts, territory management, etc.)What Sales quotas are set, but is there alignment, buy-in, and a bulletproof strategy to achieve them?

How To Effectively Onboard New SDR Hires


If field-based, then each salesperson might be responsible for different geographic territories. It’s easy to say you need great onboarding, but it’s another to implement effective onboarding.

Is Margin Based Compensation Right for Your Organization?

Sales Benchmark Index

Article Sales Strategy 2018 2019 app store Ben Durst big companies budgets CFO comp comp plans companies compensation compensation season corporate corporate objectives crunched current systems download firms gross margins leader make your number margin based comp margin based compensation numbers on the go Product Strategy profitability realigned sales sales leader sales strategy sbi SBI App SBI Content small companies solution territory level the app store time of year tool

Margin 181

6 Tips For Millennial-Friendly Email Marketing Campaigns

Connext Digital

You can take it too far, of course, veering into “trying too hard” territory and coming across as a stoic adult who desperately wants to be cool — but that shouldn’t happen if you stay relaxed.

How to Take Action on Your Territory Plan for a Successful Year Ahead


The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Make sure your territory plan has action items that are time sensitive. Ahh, the New Year.

How to upgrade your team from Google Docs to Nutshell


Here are a few things that Nutshell can do automatically without you having to lift a finger: Assign new leads to reps based on criteria like territory, product, or lead value. “We prefer to work off of spreadsheets” is one of those great lies that sales organizations like to tell themselves. Of course you don’t like to work off of spreadsheets. Nobody does. Spreadsheets might be easy to use, but they don’t actually do anything to help you close a sale.

Becoming a Master Networker – Series Intro

Adaptive Business Services

I had no strict territory but, I also had no accounts and I was not taking any company leads. When I first began to write, it was on NetWorks! Boise. Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. Well, I’m mixing it up again! Since NetWorks!

When & How to Fire Your New Hire

MJ Hoffman

Safe for you because when you put someone in a new role, and therefore new territory, they haven’t had too much time to do a lot in that territory. The sales manager who waits 6 months to fire the new hire she knows is not working out has lost 6 months of progress in a territory, and the rep now has ice-cold relationships with job prospects and has to start from scratch. When & How to Fire Your New Hire.

What about Team Buying?


Comprehensive preparation in market, territory and account planning is mandatory. Team selling. We know how critical it is in the enterprise selling world. Marshaling your most important organizational assets – your people, to win enterprise deals is a survival skill. The mantra of “Everybody Sells”, when put to work in large pursuits, positions you to face one of enterprise selling’s top challenges – team buying!