In an Omnichannel World, Do Territories Even Matter?

Sales Benchmark Index

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.

Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. We are seeing more and more clients realize that their Territory and Quota Management (TQM) process and supporting technologies are still stuck in the 70’s disco-era while the Incentive Compensation side is doing the whip and the nae-nae (provided reference from my kids) being up with the times. Territory Definition and Modeling.


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How to Avoid the Failures of Quota Setting

Sales Benchmark Index

Article Sales Strategy channel optimization comp compensation planning employee josh horstmann leader morale profits quota quota setting research research report sale sales sales leader sales leaders SalesForce SF success talent program territory design turnover

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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.

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. The salespeople charged with selling to and through a channel are different - in many ways - and their goals, expectations, activities, skill sets and strategies must be different as well. Channel sales is quite different.

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.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

OpenView Labs

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. That’s not to say that designing and building a successful channel sales program is easy. There are certain product and audience situations for which a channel strategy is more appropriate. Channel – Cons.

Practical Market, Territory and Account Planning


Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Affiliations: Alliances, associations, channels, partners, prime/subs, etc. 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.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all. Channel Strategy Sales Training

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.

Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

An alternative is a multi-channel strategy. Moving to or adding an indirect channel can be very effective, but there are issues to consider , and your end-users will frequently be the ones affected by the issues involved. If your company is used to communicating directly with the customer, adding an indirect selling channel between you and the customer is going to cut off much of that interaction. Your sales channel may or may not understand or embrace that messaging.

How to Define and Leverage Indirect Channels to Maximize Manufacturing Sales

Miller Heiman Group

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user. Furthermore, some manufacturers fail to nurture relationships with indirect channel sellers to provide the skills and resources they need to effectively sell your solution. Clearly Define Your Channels. Enable Indirect Channels.

How to Expand Your In-Store Footprint


Mastering the retail channel is a massive opportunity for CPG brands, but those who have played in the space before know it takes a committed investment to reap the benefits. Territory Management Technology Field Sales

What makes a stellar B2B sales person?

Artesian Solutions

To get to the heart of the issue we thought it best to take inspiration from those in the know, and who better to give us the low down on what makes a stellar sales person than 2018’s BESMA Sales Professional of the Year – Andrew Jenkins , Territory Account Executive at Autodesk. Sales Excellence Artesian Super User Autodesk BESMA Sales leaders Successful sales leaders Territory PlanningArtesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year.

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Rethinking The Sales Organization

Partners in Excellence

Hire a bunch of people, give them territories with goals and turn them loose to sell. There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. Sometimes the territory was geographically defined, sometimes it was industry/segment defined, sometimes it was defined by accounts. In the “old days” the structure of the sales organization was pretty simple.

The Criticality of SPM Technology


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. In terms of usage, Gartner specifically identify a growth in the use of SPM technology for gamification and territory management, but a big reduction on the use of appraisal solutions.

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How to Win More Sales With An Optimized Distribution Strategy

Hubspot Sales

Today, consumers expect to interact with brands via many channels. Your budget and the costs associated with different distribution channels. First, though, let’s look at one of the fundamental building blocks of an optimized distribution strategy—those being distribution channels.

Salesforce Sync: What, Why & How?


This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love. . ZoomInfo Salesforce Sync for Territory 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. Ned was given the smallest territory and worst customers. What would have happened if Ned was given Todd’s territory? Backfilling Ned’s territory led to a $1.2

How SMS Can Elevate Your Marketing Programs

Sales and Marketing Management

An interactive channel: While email reply rates remain low, users are happy to interact with a brand via SMS. A short code is just that — a short five- or six-digit number that is capable of sending SMS messages at high volumes within a territory.

Are You Building Pipeline in Squads or Pods?


Honestly, it’s crazy to think that in 2019 and going into the 2020s, some companies aren’t thinking holistically as a selling unit about how to target key accounts , geographic territories, or verticals. As a result, we’ve developed a case study format where SDRs, AE’s, CSM’s, inside sales, field sales, customer success, and channel partners can all work together to come up with solutions that best target a particular account or a group of accounts.

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.

Building Your Personal Brand — Again

Partners in Excellence

Many advocate building a massive social media presence–doing everything one can by increasing your presence in places like LinkedIn, Twitter, Instagram, Facebook, and other social channels. We are supposed to be constantly involved in conversations or other things that increase our presence and visibility in these social channels. Most every sales person I know has some sort of defined “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.

How the Pandemic is Reshaping Sales and Service

Sales and Marketing Management

With new models and solutions aligned with customer expectations and needs, sales professionals are focusing on high-value activities that directly impact their customers and are using automation and digital channels to move the business forward. .

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TSE 1337: What To Do When Co-Workers Try To Steal Your Deals

Sales Evangelist

What To Do When Co-Workers Try To Steal Your Deals Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed. It keeps you in line and it keeps you in accountable to respecting someone else’s territory.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Kill lead generation channels that don’t convert. SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. 4: Kill lead channels with low conversion. That’s right: Marketers should drop the channels that deliver leads that don’t convert , whether that’s paid content syndication, a social media channel, display advertising, or anything else.

How to Build a B2B Sales Team Structure


They conduct business in numerous territories and attend conferences, trade shows, and other relevant events. Which Channels are You Having the Most Success In? For outside sales reps, efforts tend to be more old school with territory mapping and account plans.

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Market & Sales Intelligence — Why Both are Essential for Sales Teams


Additionally, sales teams can uncover new opportunities with uncharted leads, industries, and territories. With s ales intelligence tools, your marketing team can identify who’s engaging with your brand, such as visiting your digital channels.

Is Anyone Leading Lead Management?


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.

7 Creative Sales Team Names to Promote Unity in 2019

Hubspot Sales

The name serves two purposes: It's based on their sales territory/region. They also created a team flag for their section of the office and a Slack channel to promote a greater sense of community. He was randomly looking through zip codes for territory assignments, and his team was in the southwest territory. "I I saw that Anaheim was part of our territory. They added "Southwest" to their name to highlight the territory their team covered.

How CPQ Helps Finance Grow Revenue and Increase Profitability

Cincom Smart Selling

CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. Territory Performance. If a company’s product is selling well in one territory and not in another, finance can help examine potential reasons why this might be happening. Maybe boosting the sales force in the underperforming territory is all that’s needed for improvements. Perhaps abandoning a specific territory is necessary.

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. The sales organization is into the final run for the year. You know if the company will make or miss the number. How has Sales Operations done this year?

Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities | Joel Malkoff - 1387

Sales Evangelist

Always look for a way to connect with prospects within your territory. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns. Many sellers have sales goals but we must focus on making sales goals a part of your daily activities.

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? If I am the sales rep in San Francisco and the marketing team runs a campaign to companies in my territory, I should know this.

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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. Every Sales VP wants to know what their competitors are doing. You want to keep a competitive advantage. Knowing how your competitors are enabling their sales force can provide an advantage.

4 Pillars To Creating a Successful Sales Plan


You come up with the strategy and specific tactics, but it is the individual sellers who will execute in their own sales territory. This includes making decisions on customer acquisition channels.

6 Things to Consider When Adding Foreign Partners


There’s nothing more exciting than saying hello to new channel partners. Growing your channel is something to be thrilled about, but there are a few things you should consider before expanding your partner program into foreign soil. Transparency is key in this situation and will guarantee that you’re choosing your ideal channel partner. Expanding your partner program into uncharted channel territory is, at times, scary, exhilarating, and refreshing all at once.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. VCs in the territory to find out what they’re investing in and what funding round companies are in. We can also use the advanced search feature to narrow search results down to companies within our territory or category. How to Find Prospects.

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. And if you can’t get a territory filled fast, it’s not the end of the world! This post is for those still here after yesterday’s “end of the world”. This post will show how to use LinkedIn for some free sales recruiting sources.