Account Loyalty Sales Management Territories 
Janek Performance Group
MARCH 12, 2024
This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. Simulations help fill in the knowledge gap for the hiring manager. You can make the process even more granular by setting up a practice sales call.
Jonathan Farrington
APRIL 4, 2013
My biggest concern from these findings is obviously that we as coaches are quite probably neglecting not only the essential skills required for successful Phase Two activity, but we are also failing to recognize the importance of teaching good customer care and account management/development skills needed in Phase Three.
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Cincom Smart Selling
FEBRUARY 9, 2016
Things like commission splits, national account representation and other everyday sales matters must be decided prior to the fact, or someone will end up feeling abused. This information will inform your decisions about future territory assignments. These are the things that, when mishandled, will blow up a sales organization.
BrainShark
MAY 31, 2023
“Competency refers to the skills, knowledge, or processes that sales reps need to master to meet the expectations of their job” (source). Traditional sales onboarding metrics fall short in accounting for a new employee’s competency level.
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Partners in Excellence
MARCH 16, 2022
Now that SKO season has passed, we’ve got our annual quotas, we’ve started rebuilding our pipelines after depleting them at year end, we’re into account planning season. We plug in the new numbers—the account financial performance in the past year, our quotas/goals for the account.
OpenSymmetry
JULY 20, 2015
Too much time on non-selling activities, disputes over commission results, losing your top sales talent and inability to recruit – word gets around. Missed quotas, lost accounts and lots of promotions to catch up. The indicators that problems are on the horizon are easily recognisable.
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