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.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

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Top Considerations for Sales Territory Planning


See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design

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.

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.

TAM – The First Step Every Territory Sales Rep Must Take


There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Your responsibility is to guide and coach every rep – how can you be making business plans in a territory without fully understanding what the total addressable market is in a region?

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.

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

How to Create a Sales Territory Plan: 7 Best Practices You Need to Know


Sales territory planning can be a complicated process for any business. Here are 7 best practices to build a strategic, data-driven sales territory plan. Sales Planning Territory Design

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.

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Sales Ops: Defend your Turf

Sales Benchmark Index

The Ultimate Guide to Sales Coaching In 2019

All they wanted was a good territory and a motivating comp plan. If all you provide is a territory and a comp plan, you will lose the talent war. The post The Ultimate Guide to Sales Coaching In 2019 appeared first on Gong.

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

Use Freshsales to upgrade your contact management, lead scoring, email tracking, and territory management process. It takes a lot to succeed in sales. You need empathy, grit and drive. You need to know your customers intimately. You need to resiliently bounce back from rejection.

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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

2019 Technographics in Sales [Infographic]


The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. The experts at ZoomInfo spent more than a year collecting and analyzing data in an effort to understand this relatively uncharted territory a bit deeper.

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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. ).

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.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition.

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.

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 Do You Create a Sales Territory Plan? 

criteria for success

How do you create a sales territory plan? If you are trying to help your team better plan their selling activity within their territories, use the Client Evolution Model. Introducing the Client Evolution Model The concept of the Client Evolution Model is simple – relationships evolve over time, [ ] The post How Do You Create a Sales Territory Plan? It’s not as hard as you think!

How to Spot, Develop and Retain Top Talent

Sales Benchmark Index

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.

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 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.

6 Ways to Effectively Manage Sales Quotas


Sales Planning Territory DesignSales quotas are an important part of sales planning and are a foundation to success. Learn 6 ways to effectively manage sales quotas and increase performance.

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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

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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.

Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

Territory Volume Commission Plan : With this commission structure, salespeople work with clients in clearly defined regions. And they're paid on a territory-wide versus individual sale basis.

7 Creative Sales Team Names to Promote Unity in 2019

Hubspot Sales

The name serves two purposes: It's based on their sales territory/region. He was randomly looking through zip codes for territory assignments, and his team was in the southwest territory. "I I saw that Anaheim was part of our territory. What's in a name?

A Critical Mistake In Handle Prospecting Objections

The Pipeline

I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag. By Tibor Shanto.

The Complete Salesperson

The Pipeline

I remember a rep about two years in the territory, telling me he has earned the right not to prospect. By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to.

Organizing and Putting Structure to a Sales Team

Sales and Marketing Management

The territory. Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company.

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Taking the Journey to “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of […

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.”.

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.

5 Actions to Generate More Sales from Existing Customers

Sales and Marketing Management

Most sales territories are divided according to a region.

Learn How John Hancock Increased the Quantity & Quality of Client Meetings Using MapAnything

Smart Selling Tools

Learn how John Hancock, a leading Canada-based financial services company with principal operations in Asia, Canada & the United States, leverages MapAnything to: Effectively manage large territories with many moving parts.

Taking the Journey to “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball.)