4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.

Five Elements of an Effective Sales Territory Map

Xactly

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

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5 Benefits of Territory Mapping Software

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

Five Elements of an Effective Sales Territory Map

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

3 Steps to Nirvana: Getting Beyond CRM to Hit a Number

InsideSales.com

CRM is fine. While we rely on CRM software to build territories, track our funnel, and record deals, we do not rely on it to guide reps to the right prospects or the right activities. Getting reps working on the right things is the key to hitting a number—CRM is not the answer.

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Practical Market, Territory and Account Planning

Pipeliner

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Complex situations can call for more extensive analysis but there’s great value in simple frameworks for pragmatic planning. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas. Pipeliner CRM empowers practical market, territory and account planning.

How Much Time Will Our CRM System Take From Me?

Partners in Excellence

I’m working with an organization implementing it’s first CRM system. How much time should the be spending on the CRM system each day?” They think of using CRM as another task piled onto already packed, often unrealistic agendas.

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The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

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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Performance Management Friday — Compliance Is Not The Point Of CRM Systems!

Partners in Excellence

CRM worlds about compliance. While some of the vendors would claim it’s important, the goal of CRM is not system utilization. CRM is supposed to help sales people be more effective and more efficient. It’s supposed to help them better manage their opportunities, territories, and time. Having said that, I can’t imagine being a highly productive sales person without leveraging CRM to it’s utmost.

How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

An average profile includes more than 40 reports, such as corporate family trees, financial information, news, and industry analysis and drastically reduce the amount of time spent researching or hunting for information.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

Don’t rely on intuition to determine your organization’s sales processes but rather look to your CRM. Here are 10 ways to improve your sales process by leveraging your CRM data. RELATED: The Evolution of CRM (And Where it’s Going) in the Future. Sales region / territory.

Sales Data Or Insight Driven?

The Pipeline

He is right, the proper use of the valuable data in a typical CRM, processed by a sales savvy analyst with the right mandate from leadership can produce more margin, quicker and for a longer term, than hiring another rep. By Tibor Shanto – tibor.shanto@sellbetter.ca .

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How to Implement a Sales Process: The Complete Guide

Nutshell

In order to reap those benefits, you have to correctly implement your sales process within your CRM software and invest the proper resources to get your sales reps following it on a daily basis. In this guide, we’ll show you exactly how to automate your sales process in your CRM, how to measure the effectiveness of your sales process, and how to use your sales process to coach your team’s performance. PART 1: How to automate a sales process in your CRM.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan.

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. Prospect Needs Analysis. Sales managers can use CPQ and CRM to identify lower-sales-volume product users who are located in remote areas. Prospect needs analysis – Once the presales team is on-site, the primary goal is to figure out exactly what is troubling the customer and to isolate their specific issues. Smart Selling CPQ/Configure-Price-Quote CRM sales management Sales Tools

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. Prospect Needs Analysis. Sales managers can use CPQ and CRM to identify lower-sales-volume product users who are located in remote areas. Prospect needs analysis – Once the presales team is on-site, the primary goal is to figure out exactly what is troubling the customer and to isolate their specific issues. Smart Selling CPQ CRM sales management Sales Tools

Win, Lose or Draw - 360 Degree View of Sales

Sales Benchmark Index

A post by my colleague, Tony Albachiara , explains in more detail what a win/loss/no decision analysis does. If you’re new to win-loss analysis, I suggest you check out our free Win-Loss Questionnaire when you sign up for our Q3 Tour here. Why You Need a Win/Loss Analysis.

Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization.

Sales Tech Simplified: How to Find ‘Selling Nuggets’ Through Relevant Insights

Smart Selling Tools

Having a solution that combines historical snapshots of data with easy to use analysis through to forecasting to drive change means we deliver a complete process, and this is how we differ from other options. Analyze territories and assign to reps.

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Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

You might have the best propeller-heads available performing segmentation analysis. Data analysis and propeller-heads won’t deliver revenue. Deliver the estimated up-sell potential for all customers by territory.

Hiring for Sales Ops? The 5 Job Descriptions You Need

Hubspot Sales

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. This is another role that’s heavily involved in forecasting and data analysis.

The New Forecast Flow

InsightSquared

Even if you have the in-house expertise and work with a business intelligence team to diagnose your forecast, getting your hands on that analysis in the moment, on demand, is hard. Having an accurate sales forecast is critically important to the business.

30 Growth Hacking Tools Your Sales Team Will Love You For

Hubspot Sales

HubSpot CRM. Best for: CRM that grows with your company. HubSpot CRM is an all-in-one tool that helps you organize, track, and nurture your leads and customers. This software works across various popular platforms including Gmail, Dropbox, Trello, and HubSpot CRM.

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The Ultimate Guide to Sales Operations: What It Is and How to Implement It

Highspot

Sales operations, on the other hand, focuses on the tactical, day-to-day activities that a sales team needs to run smoothly, such as administering a CRM. Growth forecasts of sales territories. Analysis and evaluation of performance metrics.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan.

Sales Operations: The Guide They Never Gave You

InsightSquared

Commanding the leading CRM, business intelligence, and marketing automation systems has massive business impact. The responsibilities range from daily support of sales to developing the territories for regions of the world. “What was your first job?”.

Sales Coaching for the Digital Age

Openview

Before you start, do a careful analysis of your sales executives’ current performance. Identify the KPIs and skills (such as forecasting, pipeline management, territory planning) that, if improved upon, would help reach your quota and revenue targets.

10 Inside Sales Ideas From Ken Krogue

Score More Sales

A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%. CRM helps to organize the process a bit (if done right) – but it doesn’t leverage it or help you make more calls.

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

They learn how to use HubSpot’s CRM , Marketing , and Sales tools. Train them on how to use your CRM. Teach your reps how to use your CRM, and include hands-on, project-based training (like how to enter new contacts, set reminders, and log communication).

Firing Your Sales Manager or Boss

Pipeliner

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory.

Put Sales and Marketing to Work by Turning Your Total Addressable Market into a Targetable List

Sales and Marketing Management

Author: Joe Andrews In recent articles, we looked at why an analysis of your ideal customer profile (ICP) and total addressable market (TAM) is foundational to modern sales and marketing initiatives, and also provided a framework for how to get started with your analysis.

New Study: Finding the Growth Potential for Sales Operations and Technology

Miller Heiman Group

Sales operations and sales technology management interrelate so much that many people tend to equate operations with managing reporting and the CRM —but that’s not the case. Sales Planning Support, including territory administration, sales quota setting, coverage design, and sales compensation administration and modeling. However, there’s little consistency in sales tech stack tools beyond CRM, which 94% of sales organizations use.

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. Conducting predictive analysis to find better prospects. Listen up Chief Sales Officer. Take note CEO, marketing leader and CIO. It’s time that Sales Operations gets your undivided attention.

Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. Sales Territory Assignment and Growth Forecasting. Territory design.

The only kick-ass guide to sales operations you'll ever need

Close.io

This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. This team can do things like creating sales territories, structuring pay plans, monitoring analytics, developing sales strategies, and a whole lot more.

15 Job Interview Questions to Ask a Sales Manager Candidate in 2018

Hubspot Sales

How comfortable are you with data analysis? How comfortable are you with data analysis? While a sales manager doesn't need to be a data analysis pro, they do need to have some familiarity with and inclination for crunching numbers and spotting trends.

Missing Your Quota? These 3 Sales Process Tips Will Make You Unstoppable

Sales Hacker

Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5 This includes editing their CRM and updating colleagues the moment they get out of the meeting.

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Everything You Need to Know About Data in Sales

Hubspot Sales

Revenue by Territory. How much revenue your sales team is generating by territory. Before diving into a new data tool, do some analysis on any existing sales data, such as information about past buyers and prospects. 4) They work with a CRM — and they make data accessible.

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