Gong.io

NOVEMBER 21, 2022

Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?

Territories 62

Territories Ideal Customer Profile Segment Lead Rank 62

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here ! How Market Focused Are Your Territories?

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Territories Marketing Analysis Segment 303

Zoominfo

MAY 11, 2020

But don’t forget about your sales territory plan. What is a Sales Territory Plan? A sales territory refers to a geographical location that is assigned to a specific sales rep or sales team, for the purpose of targeting prospects within that area. Why is Sales Territory Planning Important?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Hubspot Sales

APRIL 27, 2021

They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.

Territories 110

Territories Compensation Trade Show Salary 110

Sales Hacker

DECEMBER 5, 2022

How to Align Marketing and Sales with a Gap Analysis. This article will guide marketing, sales, and RevOps leaders alike through the steps you should follow to perform a top-of-sales-funnel gap analysis to clearly identify broken processes , tech liabilities , and interdepartmental misalignment that’s hurting lead conversions.

Analysis 98

Analysis Top of Funnel Lead Rank Lead Scoring 98

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

SBI Growth

OCTOBER 8, 2012

Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. This will enable you to design territories where each sales representative has room to sell.

Territories 257

Territories Inside Sales Ideal Customer Profile Lead Rank 257

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

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Analysis Territories Scale SalesForce 130

DiscoverOrg Sales

OCTOBER 27, 2016

It wasn’t until after my own special brand of analysis, that I would begin full-on selling. 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. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Apptivo

NOVEMBER 10, 2023

Mеaning of Salеs Analysis 2. Why is Salеs Analysis Important? Ways to Conduct a Salеs Analysis 4. Typеs of Salеs Analysis 5. Bеnеfits of Salеs Pipеlinе Analysis 6. What is a Salеs Analysis Rеport? How to Usе Salеs Analysis Data? Why is Salеs Analysis Important?

Analysis 52

Analysis Analytics CRM Forecasting 52

Xactly

AUGUST 2, 2018

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. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Steven Rosen

NOVEMBER 14, 2021

By taking the time to do a SWOT analysis, you can objectively look at your territory/region. The goal of the SWOT analysis is to identify the two or three things that you need to do to be successful. Have you/your salespeople identified their Key Success Factors ?

Consumer 374

Consumer Analysis Territories Account 374

Xactly

OCTOBER 1, 2018

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Are we assigning effective territories? Improving Sales Performance Analysis with Xactly Insights. Is our pay in line with performance?

Analysis 90

Analysis Data Incentives Incentive 90

Xactly

JULY 12, 2018

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. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

SBI Growth

SEPTEMBER 6, 2018

It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office. As you lean back in your chair, proud of your team’s sales accomplishments the prior year,

Territories 136

Territories Strategy Sales Analysis 136

Xactly

JULY 12, 2018

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. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Pipeliner

FEBRUARY 22, 2018

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. Pipeliner CRM empowers practical market, territory and account planning.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

SBI Growth

OCTOBER 6, 2013

You’ve done some analysis and want to change sales compensation. Hopefully, your analysis included gathering complaints from the sales force. Territory design and account assignments could also be a cause. Territory design and account assignments could also be a cause. Let’s say sales weren’t spectacular in 2013.

Compensation 293

Compensation Territories Incentives Incentive 293

Alice Heiman

OCTOBER 11, 2023

Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Furthermore, while data is crucial, it’s quality over quantity.

GoldMine 84

GoldMine Survey Territories Ideal Customer Profile 84

SBI Growth

JULY 14, 2013

Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Give your very best reps the very worst sales territories and suffer the consequences. Update the analysis annually and make adjustments.

Territories 328

Territories Incentives Incentive Compensation 328

SBI Growth

OCTOBER 8, 2013

This simple analysis is the most common way of headcount planning in corporate America. Top-down: Calculate the territory market potential. You can also see the potential of each existing territory. The potential will vary dramatically by rep territory. Bottoms-up: The Workload Analysis approach. Follow @MarkSynek.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293

Janek Performance Group

APRIL 2, 2024

When measuring yours, consider the following: Quantitative analysis Qualitative feedback ROI analysis Competitive benchmarks Quantitative data is information from your CRM. Analyze trends over time and segment data by customer or territories. These utilize customizable dashboards and visualizations to enable sales data analysis.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

SBI Growth

SEPTEMBER 11, 2012

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. The analysis of the Territory Design data in our example yielded results, but we needed a reference point.

Territories 306

Territories Penetration Top of Funnel Analysis 306

SBI Growth

FEBRUARY 28, 2013

Territory Design : Have they realigned territories putting their best people where the most market demand is? Conducted deep analysis on the website. Using the three secrets revealed: The implications for this company meant examining their sales process and territories. Conduct a competitive analysis twice a year?

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

SBI Growth

SEPTEMBER 6, 2018

It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office. As you lean back in your chair, proud of your team’s sales accomplishments the prior year,

Territories 159

Territories Sales Management Sales Analysis 159

SBI Growth

SEPTEMBER 11, 2012

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. The analysis of the Territory Design data in our example yielded results, but we needed a reference point.

Territories 264

Territories Top of Funnel Penetration Analysis 264

Zoominfo

JANUARY 25, 2022

As data continues to pour in from multiple sources with increasing volume and speed, large organizations turn to Google BigQuery to keep their data in one centralized, accessible location for analysis in a way that’s both cost-effective and adaptable. What’s more, your database gets enriched regularly to keep data decay at bay.

Google 130

Google Data Lead Rank Lead Scoring 130

Zoominfo

JANUARY 27, 2022

Standardizing your data formatting makes this analysis significantly easier. director” and misspellings such as “dirrector,” your analysis could be way off. For example: Say you want to know how many contacts with a job title of “director” were collected in your most recent campaign. When should you normalize data?

Data 130

Data Segment Sales Qualified Lead Collateral 130

BuzzBoard

JANUARY 23, 2024

Human teams, on the contrary, bring a wealth of empathetic and insightful recognitions to the table, enabling them to connect on a level that transcends mere data analysis. While it can identify patterns and correlations within data, it lacks the depth to comprehend the emotions underlying that data.

Lead Rank 105

Lead Rank Analytics Analysis Trends 105

SBI Growth

OCTOBER 4, 2013

Understanding their perspective will go a long way towards your analysis and case. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

FEBRUARY 5, 2014

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. The January Two-Step. Author: John Kenney.

Compensation 288

Compensation Territories Hiring Commission 288

Partners in Excellence

SEPTEMBER 21, 2023

For example, Gartner published an interesting analysis. We need people to think about their territories, their customers, their opportunities, their goals. A lot of the conversation focuses on “freeing up time.” They looked at how sellers are spending their time. Or sales planning at 14% of seller time.

Territories 81

Territories Examples Negotiation Meeting 81

Understanding the Sales Force

JUNE 27, 2016

They're similar books because each devotes so much ink and analysis as to how their own thinking and beliefs - both positive and negative - shaped their actions and outcomes. I finished reading Game 7 - Ron Darling's book on the final game of the 1986 World Series , and I'm half way through Shoe Dog - Nike creator Phil Knight's memoir.

Territories 136

Territories Analysis Groups Objections 136

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. In fact, optimizing territory design can increase sales by 2 to 7% each year ( source ).

Quota 70

Quota Revenue Lead Rank Territories 70

SBI Growth

OCTOBER 25, 2012

The rep’s territory potential starts to max out. Recording their daily actions to the hour allows deep analysis of how they use their time. Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The

Hiring 310

Hiring Travel Territories Face-to-face 310

Pointclear

JUNE 4, 2018

Even if you decide to insource (or already have an inside sales team), consider outsourcing as a way to benchmark internal results, test new markets, solutions and/or approaches and to cover vacant territories. Click here for a build vs. buy analysis—both from a cost and revenue standpoint.

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Xactly

JANUARY 17, 2019

Processes: Are your sales territories balanced ? Territory design. Your Territory Design Matters. Your sales territories map the playing field for your strategic sales plan. Research has also shown that territory design can have a big impact on sales team morale and performance. Productivity expectations per rep.

Hiring 70

Hiring Territories Incentives Incentive 70