Part II The Territory & Quota Management Revolution

OpenSymmetry

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures.

Top 10 Problems with Channel Sales - Don't be Held Hostage

Understanding the Sales Force

Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. Channel sales is quite different.

Trending Sources

CPQ Facilitates Multi-Channel Selling

Cincom Smart Selling

Multi-channel selling presents many challenges to sales and marketing managers and strategists. Isn’t this sale encroaching on another seller’s territory? And, the more diverse and numerous your sales channels, the more likely you are to encounter some or all of these problems. How Does Configure-Price-Quote Help Manage Multi-Channel Selling? Configuration Software and Multi-Channel Selling. Pricing Automation Software and Multi-Channel Selling.

Your Channel Partners Aren’t The Enemy!

Partners in Excellence

Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow. Ironically, while many organizations invest a lot in developing channel relationships–too often, the attitudes within the sales organization are, “They are the enemy.” In the end, through this benign neglect, the channel never quite reaches it’s potential.

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds.

Sales 23

The Criticality of SPM Technology

OpenSymmetry

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. Here, out of twenty-one territories, four were empty (19%). “I just don’t know how to motivate them”, the head of Account Management complained.

Thru the Candidate’s Eyes - Attracting Sales Talent

Sales Benchmark Index

Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top producers demand a fair, equitable and coverable territory. A patchwork territory based on prior relationships raises a red flag. Show the candidate your fact-based territory design methodology with minimal in-year changes, where hard-won accounts do not suddenly transition to another rep or channel.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. You can find me on most social channels, but I’m most active on LinkedIn.

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

Sales Hacker

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Maintenance of Communication and Collaboration Channels. Territory design. Analysis of territory allocation and account assignment plan. What is Sales Operations?

Sales 28

How to Scare Your Top Sales Reps

Sales Benchmark Index

Our territories? Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. It never fails. In nearly every client we hear about the emails and calls.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Don’t do a territory redesign project without knowing exactly who you’re targeting. Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs.

How to Find Out What Your Competitors Are Doing That You Are Not

Sales Benchmark Index

Territory Design : Have they realigned territories putting their best people where the most market demand is? Channel partners who represent both products. Using the three secrets revealed: The implications for this company meant examining their sales process and territories.

Is Anyone Leading Lead Management?

Pointclear

Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. International Channel Management. Sales Channel Management. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

HR Saves Sales From the End of the World

Sales Benchmark Index

It’s especially for HR leaders to increase their Sales recruiting channels. Q1 of 2013 is a busy time to refill empty Sales territories. Call To Action Filling those empty sales territories quickly can be done.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

It compares the new revenue contribution for 3 different sales channels: Direct Field Sales. Changes to compensation and territories are under way to fix today's issues. Download the Sales Channel ROI Calculator here.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. In less than 1,000 words, Adam covers so much territory I found myself needing to read this several times through—and as it sank in I found my head shaking up and down in agreement.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

She currently works in a peer territory - not in the one needing an SM. Maybe the team is leveraging channel partners, or inside sales. An SM for a direct model may not need to know Channel Management principles. Fill the open territories with the right SM.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Trained the sales force and channel partners on the new product. Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory?

Sales Specialists And The Account Manager, Why Is There Conflict?

Partners in Excellence

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. How they work with account and territory managers, the role each plays in identifying, qualifying, and pursuing opportunities is not defined. They are accountable for a customer and territory.

The Weaponization Of Social Media

Partners in Excellence

It seems that we have taken all that was bad about the old school channels–advertising, the phone, direct mail, email, replacing it with the new, “cooler” channels. We can attack new markets, new channels, all in the quest of increased engagement.

2018 Plans are Set–Time to Execute!

Pipeliner

Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross selling opportunities, compensation, and strategic and key account designations. The plan’s brevity forces key players to make decisions on which channels to market, key strategies to penetrate each, and which team members will be assigned.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. That’s me with Sassy.

Vendor 113

Sales Tips: How to Increase Your Chances of Achieving Your Sales Goals

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function.

Sales 22

Sales productivity – it’s the time, stupid

Sales Training Connection

They change compensation systems and territorial designs. Adding Channels. Increasingly companies are moving to multiple channels. Increasing sales productivity. In 1992 James Carville casually noted – “It’s the economy, stupid.”

Staying Ahead of the Sales Clock by Aaron Tolson

Increase Sales

Giving reps a better visual understanding of their territories and a way to plan clusters of meetings ahead of time allows the rep to be more organized and sell more. Aaron was instrumental in a roll-up within Cisco’s channel to create Presidio, Inc, the largest channel partner for Cisco.

Reinvent Sales Training or Risk Wholesaler Irrelevance

Allego

Nor does one-size-fits-all training make sense for wholesalers who need to learn the unique cultures and investment philosophy of the advisors firms in their territory. The asset management industry’s ongoing evolution is creating significant change for distribution leaders.

Sales 11

Expert Opinion: Capture Revenue with Strong Onboarding

Sales Benchmark Index

Social Selling activities –Social Selling is the practice of using social media tools to sell more to customers by listening online, circulating content and communicating through various channels. Yesterday, we ran an Expert Panel with a client’s top performing reps and managers.

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

It is during this stage that the sales model is first established, whether the sales organization will sell directly via outside field salespeople, over the phone with inside salespeople, or through channel partners. “We

Building Your Personal Brand

Partners in Excellence

A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. Our customers are hanging out in different places now, increasingly in social channels. There’s a lot written about building Personal Brands.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The time to begin developing your Territory Sales Plan is now ! Sales Tips: How to Setup Your 2015 for Success.

The Strategic Account Manager – How do you Compensate This Critical Role?

OpenSymmetry

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? Today’s organizations are more complex; they sell through multiple channels, have complicated coverage models, and network of sales roles to sell their products, services, and solutions.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Recently.

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You’ve redesigned the territories that sales requested and sales are still down. When sales leaders commit to a new commission plan, to training, to new territory alignment, to sales enablement, to product support, to sales support etc. Build feedback loops that are multi-channel.

Sales Tips: Time to Sharpen the Ax

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. We talk about their sales process and what they can do to make it more effective; how to conduct a territory prospecting planning session; etc. Sales Tips: Is It Time to Sharpen the Ax?

Sales 17

Guest Post: Agile Sales – converting managers from bureaucrats to coaches

Jonathan Farrington

This kind of data gives managers exactly what they need to make sure that territories are being covered appropriately, and that reps are being as efficient as possible as they work in the field. Communication Channels.

The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

It should also dive into the details of the sales organization: How the sales function is split (if applicable), who leads each team, which targets each team is held to, how territories are assigned, where to go with questions and requests, and so on.