Sales and Marketing Management

JULY 6, 2017

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things? Management Matters. And their lackluster sales managers.

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Sales Management Quota Territories CRM 205

Steven Rosen

MARCH 4, 2021

The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers. Many companies have realized that to understand better and meet customer needs they have had to evolve from a centralized/marketing focus to a customer-centric model. The survey says…. Without support?

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SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. Go-to-Market Approach.

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Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Companies need great sales managers. Sales Goals.

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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. .

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Sales 2.0

FEBRUARY 15, 2023

Paul has a great perspective on all things sales as he’s had many roles associated with the function, including running sales enablement, carrying a bag, managing sales teams, running his own sales consultancy, and starting his own sales enablement SaaS company. Companies want “one throat to choke!”

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Zoominfo

DECEMBER 16, 2020

Sales professionals — yes, even managers — on frontlines of business development. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . ZoomInfo Salesforce Sync for Territory Management. It’s not just reps who suffer, either.

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Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Download Guide.

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Steven Rosen

NOVEMBER 14, 2021

The one thing I learned is that it is crucial to start the year off strong as this allows you (the heads of sales, sales manager or sales rep) the ability to drive your business without constantly answering the question, “why aren’t your sales on track?”

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Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

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Territories Travel Webinar Metrics How To 49

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

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InsideSales.com

JULY 3, 2020

For a Sales Representative, climbing the corporate ladder begins with a promotion to Sales Manager. This is an exciting opportunity to be recognized by senior management and develop your career options. Below we have outlined 6 of the pitfalls and benefits of a good Sales Manager. How Sales Manager Succeed.

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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.

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SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. by Howard Brown, CEO of ringDNA.

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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.

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Pipeliner

MARCH 2, 2018

The job of a sales manager is to provide a succeeding environment for salespeople. 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.

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Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? On a recent episode of the Reveal podcast, we connected with Michelle Benfer, VP Sales at HubSpot, for answers to these and other questions that are top of mind for revenue leaders. Building a Healthy Sales Culture.

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Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

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Sales Hacker

DECEMBER 9, 2022

Here are my top 5 tips to be part of the 10% who do sales planning right. 5 tips to rethink your sales planning. Every organization needs to choose the markets and buyers they want to focus on, and concentrate their efforts on those buyers. Related: The New Growth Formula: Customer Success + Predictive Sales.

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Partners in Excellence

MAY 20, 2022

First, congratulations, your first job as a sales manager is a huge step forward in your career. Now, don’t screw it up—you’ll get a lot of managers who will immediately congratulate you, shake your hand, smile then say, “What have you done for me lately?”. Before I go on, let’s backtrack a little bit.

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OpenSymmetry

JANUARY 27, 2016

All companies are seeking the perfect combination of elements to deliver the highest salesforce effectiveness. A critical element that is relatively new is territory optimization and we will examine the case for this in this article. Finally, deployment of an automated solution generates improved sales performance.

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Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company?

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Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. The Situation. But it didn’t end there. _.

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Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Tony Hughes

MAY 13, 2019

Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.

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Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. What more could you possibly ask for?

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Sales Management Hiring Demand Generation Agencies Territories 86

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling. Territory Definition and Crediting.

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SBI Growth

OCTOBER 4, 2013

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. For many companies, it is the only data analyzed when setting quotas.

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Zoominfo

DECEMBER 16, 2020

Sales professionals — yes, even managers — on frontlines of business development. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. Demand Gen marketers are certainly no stranger to list development.

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SalesForce Territories Intent Signal Buyer Persona 100

The Spiff Blog

FEBRUARY 9, 2023

What works for one company won’t necessarily work for another. But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions.

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Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

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Sales Management Hiring Lead Rank Forecasting 115

SBI Growth

JANUARY 10, 2014

Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sit down with your team and pay attention to these areas: Understanding the link between the company strategy and new quota. Rebalancing of any territories due to the new quota.

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Sales 2.0

APRIL 7, 2017

Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. So it’s smart to focus on the companies where you, and your team, know people vs just the fact that their office is in Connecticut. That’s right, not even you, sales territories.

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Account Territories Conference Energy 150

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. Territory Adjustments. See item 5.

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Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Register to Attend!

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Sales Management Hiring Top of Funnel Lead Rank 118

Janek Performance Group

JANUARY 16, 2024

It can also foster a more collaborative and supportive team environment since there is no direct competition based on individual sales performance. In some instances, salary-only sales can be positioned as a more “transparent” marketing differentiator. This might give customers the impression of a low- or no-pressure sale.

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Zoominfo

JANUARY 27, 2022

To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action. Data normalization is the systematic process of grouping similar values into one common value, bringing greater context and accuracy to your marketing database.

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Sales and Marketing Management

JULY 6, 2017

I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period. Target marketing dollars in their territory to generate more leads and give them a boost. Every experienced sales manager has made a bad hiring mistake.

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