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4 Steps to Master Your Territory

SBI Growth

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. Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Longer than average buying cycle.

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How Realistic is your 2014 Sales Quota?

SBI Growth

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. Understanding the buying cycle of large customers helps establish a reasonable quota.

Quota 242
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20 Sales Planning Tools to Boost Sales Productivity and Close More Deals

Hubspot Sales

Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.”

Tools 107
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Doing The Whole Job

Partners in Excellence

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth.

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The Sales Jigsaw Puzzle

Partners in Excellence

Ongoing prospecting, finding/qualifying deals, moving them through the buying/selling process, building healthy funnels/pipelines, forecasting, account/territory planning, call planning, creating value for our customers, developing competitive strategies, and on and on. We engage with customers in meetings/calls.

Jigsaw 75
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If We Fixed Sales Execution, Would We Fix Sales?

Partners in Excellence

They know how to qualify, they know how to move the customer efficiently through their buying cycles, they know how to create value in the buying process. The sales person’s territory is open for 3 months. And we know the typical buying cycle in complex B2B sales is 9-18 months.

Hiring 92
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“All Sales Problems Are Pipeline Problems….”

Partners in Excellence

Our account and territory plans are the foundation to doing the most effective and impactful prospecting. Our buyer aligned selling process, deal strategy development/execution are the foundation to our ability to maximize our win rates, deal values, and shorten our customers’ buying cycles.