The top 9 sales management software tools of 2020

Nutshell

Customizable sales reports allow you to view your company’s revenue over a specific period of time, as well as filter your sales by product, lead source, territory, individual reps, or custom criteria. Sell to Win crm comparisons sales management sales software software tools

Highrise alternatives: The 6 best CRMs you need to consider

Nutshell

Top features: Lead and opportunity scoring, automated events, territory smart lists, full-featured mobile apps. CRM Nutshell best CRMs cost of crm crm comparisons highriseLast month, Highrise’s 10,000+ customers got some bad news : The CRM platform will no longer be actively developed by its parent company, Basecamp. In other words, Highrise won’t be adding any more new features to the product, or evolving with the changing needs of sales teams.

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Presidents Club Winner…NOT

Steven Rosen

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. By using percentage to quota they give smaller less developed territories a distinct advantage in rising to the top. It is much easier to show big percentage increase over a smaller base of business in comparison to a large base of business.

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

Sales Benchmark Index

Benchmarking allows a comparison of you against your peers. Territory Design : Have they realigned territories putting their best people where the most market demand is? 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.

The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

We know this debate doesn’t rise to the level of the MJ vs. Kobe vs. LeBron comparisons you’ve likely argued at one point or another, but sales is a competitive environment and we liked the challenge of shedding some light on the debate based on our observations. That may be true at the highest level but we want to get a bit more detailed for this comparison. In this comparison we are not breaking out the role of SDR, although they would also fall into this category.

Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. Each territory had two hunters, one for each product, two account development/management (AD) people, again one for each product, and an administrative person, all supported by a central customer care group, as to not overwork the front line folks.

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

In fact, 7 of the top 8 most effective Intent data points all involved competitor research and comparison. Opportunity : Kelly learns that one of her target accounts is opening 23 new stores in her territory … and Christmas season is just 3 months away. B2B sales pros and marketers swim in an ocean of information. A large part of our day is spent trying to find data that is relevant to our jobs, and what we can ignore – because we don’t have time to digest it all.

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Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Our customers occasionally point out the number of employees on LinkedIn as a comparison point to our data. If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company.

Part 5: Safe-fail: What if Sh*t Hits the Fan? 

Crunchbase

Start-ups have always been risky, designed to grow fast or die, but the coronavirus pandemic is turbocharging Silicon Valley’s natural selection and causing a shake-up so sudden it has defied comparison. My territory sucks.” . “No If you have a valid case for an issue with your territory or leads, present it in a meaningful way with verified factors (and data) without opinions. Disclaimer: This is a not a warm and fuzzy “everything’s going to be OK” post. .

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Faced with disappointing performance, many sales leaders experiment with changes to roles, structure, territories, incentive compensation and talent rather than taking direct action.

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis

Xactly

Are we assigning effective territories? The solution leverages more than 13 years of anonymized and aggregated pay and performance data to power Xactly Benchmarking (comparison data sales ops and comp admins can reference across company and industry to use for plan design) and Xactly Insights (the application that delivers leading indicators for sales leaders within their organizations).

Read Your CSO's Mind and Increase Sales Ops Value

Sales Benchmark Index

Is the comp plan or territory design pushing reps out the door? Comparisons to peers and the very best performers will solve for this. Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Making the revenue number consistently is what your boss wants. But what else does your CSO care about? What’s underneath making the number? What else causes their sleepless nights?

How to Identify your Team’s Most Effective Prospectors

LeadIQ

TL;DR: Measuring a prospector’s effectiveness requires a comprehensive, qualitative comparison of each person in the team. Was it due to the quality of the leads he received from marketing, the territory he was assigned or his work ethic? It may be that another SDR appears more productive because they’ve received more valuable leads from marketing, or because they work a territory that has greater demand than another prospector. By: Doug Dzina.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Among misaligned organizations, by comparison, just 37% met their revenue goals, and just 7% beat them.”. SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy.

How you manage makes a difference

Sales and Marketing Management

You can build a great brand in your territory that differentiates you from the competition just by treating your reps with respect and recognizing their efforts. What sales managers can do, part II: Be careful with peer comparisons. Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks.

How HR Can Help Sales Attract Top Talent - Beyond the Obvious

Sales Benchmark Index

Every top performer has experienced the dreaded year-end “opportunity drop,” which from the rep’s point of view includes: The most rewarding territories are “re-balanced’ (split up). What opportunity (accounts, industry or geography) does the new territory hold? No sales organization can offer every advantage, but your candidate is making a comparison with their current state.

How to Identify your Team’s Most Effective Prospectors

LeadIQ

TL;DR: Measuring a prospector’s effectiveness requires a comprehensive, qualitative comparison of each person in the team. Was it due to the quality of the leads he received from marketing, the territory he was assigned or his work ethic? It may be that another SDR appears more productive because they’ve received more valuable leads from marketing, or because they work a territory that has greater demand than another prospector. By: Doug Dzina.

Key to Significantly Improve Sales Training Results

Understanding the Sales Force

By comparison, the always likeable kids on a typical regular season team have skills ranging from limited to all-star caliber and everything in between. It''s just not that unusual to discover that the top salespeople in some companies aren''t at the top because of their skills, but because of the accounts or territory they were assigned or their expertise or tenure in the industry.

Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

Is it really an apples-to-apples comparison? In my first sales job, I had nearly a full product line in my briefcase and my own geographical territory. I was just thrilled to be entrusted with a virgin territory. After that, I had several conversations with him about the territory and the overall sales process in the area. CRM combined with high-quality prospecting lists will tell you what the sales potential is for a give territory.

Missing Your Quota? These 3 Sales Process Tips Will Make You Unstoppable

Sales Hacker

Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5 In comparison, the average conversion rate of low performers is 4.95%, taking 56.62 Being a good salesperson , or good at selling, is difficult to quantify. More of an art than a science, sales plays a critical role in almost all businesses.

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3 Tips to Keep Pushing for More in 2019

Grant Cardone

Tell me, why is it that people tend to remind you to be grateful when you compare yourself to those less fortunate, but when you start comparing yourself to rich people, they urge you not to make comparisons? It’s not enough to invade a territory you must be able to keep it. “ Grant, you’re wearing me out.” I hear that often. Many people think they can’t keep up with my activity levels. They wonder how I can go from one appointment to the next without breaks.

Skillfully Combining Leading and Lagging Indicators

Pipeliner

With Sales Performance Insights a sales leader or sales representative can see, at a glance, how various leading and lagging indicators have been combined so far for a sales unit, for reps as compared with other reps, and for territories as compared with others.

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Expert advice: What should a weekly 1:1 sales meeting look like?

Nutshell

Also, it allows them to spend a few minutes and get a fresh pair of eyes on their territory. Salespeople have their fingers on the pulse of where deals are at, how the company is doing in comparison to its competitors, and what the customers want from the company.”. A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns.

The Crucial Points of CRM Implementation

Pipeliner

Sales units—defined by territory or other category such as inside and outside sales. Especially in comparison to the CRM systems on the market today, our system addresses each of these points in such a way that they can be understood and easily applied. When it comes to CRM implementation, I definitely know of what I speak. Pipeliner CRM implementation can be done in a fraction of the time of our competitors — without a consultant.

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If, When, and How You Should Leverage a Sales Gimmick

Hubspot Sales

But regardless of how absurd that comparison might be, it's still worth unpacking. Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. I don't know if you've ever thought about this before, but sales and professional wrestling don't have very much in common.

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

The ratio between base pay and the variable is sometimes called “leverage” A plan with a high variable in comparison to a low base salary is referred to as a highly leveraged comp plan. A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business. NOTE: In comparison, it is common to pay $500 for a meeting and $1,000 for a meeting with a decision maker generated by an external firm.

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

OpenView Labs

Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly. Give them well-documented and easy-to-understand product specs, case studies, testimonials, competitor comparisons, call scripts and conversation guides to help them overcome buyer objections.

Quantifying Sales & Marketing Maturity

OutboundView

Outside sales structure (territory, industry, named accounts, etc.). Domain link comparison. Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. I was talking with a VC who was a few months into a sizable investment. They were in the middle of uncovering just how much work they had to do on the sales and marketing front.

Unboxing the Predictive Intelligence Blackbox: 3 Types of Data You Need

Zoominfo

In fact, seven of the top eight most effective Intent data points all involved competitor research and comparison. Opportunity : Kelly learns that one of her target accounts is opening 23 new stores in her territory…and Christmas season is just 3 months away. What if you could predict a customer’s next move before they even decide to make it? In the past, this question was purely hypothetical.

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

Cincom Smart Selling

This information will inform your decisions about future territory assignments. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner. You should be able to draw comparisons between the various channels active in your group. The first time I saw a real mountain was during a summer vacation with my parents.

Outside the Box: 13 Unconventional, Bold Sales Maneuvers

Pipeliner

Obtain a ticket to a key city within your territory. It must be an apples to apples comparison in your apple pie contest. 1) Deal Interception. You could call this set of circumstances a perfect storm of multiple trigger events meets compelling event. Seconds before a competitive deal closes, you counter with the value of your solution, stealing the ball (the deal) right out of the competitor’s hands.

7 skills you’ll need to become a sales manager

Close.io

Check out this side-by-side comparison between an open sales manager role and an open head of sales role to see the subtle (and not so subtle) differences: While there’s a lot of similarity when it comes to the buzzwords in both roles—like developing and supporting revenue targets, overseeing the sales process for your team, setting trends and monitoring projections—it’s also clear that the head of sales role is much more senior than that of the sales manager.

A 2026 excursion to the future of sales training

Sales Training Connection

The presentation was developed as a comparison to what is happening in 2026 versus ten years earlier in 2016. They have looked at sales training while simultaneously examining other factors such as territory design, compensation and go-to-market strategy. These firms provided a wide portfolio of services ranging from sales compensation to go-to-market strategy to territory design. Sales Training – 2026.

Lead Distribution Showdown: Chili Piper’s Routing vs LeanData vs Distribution Engine

Chili Piper

And combined with all of the Chili Piper’s features noted throughout this comparison guide, your leads are seamlessly routed to the right people. Territory. Chili Piper’s Concierge enables prospects to connect in real time or schedule a time with a rep after filling out a form. To find the right rep, Concierge includes routing. Concierge will also route the few prospects who exit the page before triggering a call or a meeting.

Lead Distribution Showdown: Chili Piper’s Routing vs LeanData vs Distribution Engine

Chili Piper

And combined with all of the Chili Piper’s features noted throughout this comparison guide, your leads are seamlessly routed to the right people. Territory. Chili Piper’s Concierge enables prospects to connect in real time or schedule a time with a rep after filling out a form. To find the right rep, Concierge includes routing. Concierge will also route the few prospects who exit the page before triggering a call or a meeting.

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

Hubspot Sales

You don’t want the conversation to devolve into a boring comparison of what you do -- which it quickly will unless you steer toward more interesting territory. Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation.

Lean Sales And Marketing — Leaning Our Sales Process

Partners in Excellence

They structure their approach to the territory to consistently achieve their goals (usually their personal goals are higher than their quotas). Also recognize you will always be outperformed, but we need people like you, because by comparison if further differentiates high performers. Process is a fundamental part of “Lean.” ” We can’t possibly be Lean without process.

ActiveConversion: New Features Impress

Smart Selling Tools

However, it’s important to keep this distinction in mind when you compare costs of marketing automation systems as you’ll need to include your ESP fees for a true comparison. Automatically assign leads to sales reps by geographical territory, or by special tags. Recently, ActiveConversion announced additional features and interface enhancements to its marketing automation solution.