Sales Planning Fundamentals Part Four: Territory Planning

Xactly

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Is Your Territory Planning Still Stuck in the Dark Ages?

The Key to Sales Territory Mapping

Xactly

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.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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. The Effect of Bad Territory Planning on Sales Performance.

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Incentive Compensation

5 Tips for Designing Successful Sales Incentive Compensation Plans

Xactly

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Model all components of your compensation plans.

Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

Sales Performance Management (SPM) has truly evolved over the last 10+ years from the days of having an on-premise solution that primarily automated the compensation calculation process with basic reporting, to a new dynamic frontier with extended capabilities.

How to Avoid Wasting Money on a Compensation Assessment

Sales Benchmark Index

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Read this post to reframe what may be disguised as a compensation problem. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Is the compensation model to blame? Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Compensation Study ?

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. Then add onto that any charge backs or adjustments for territory changes.

Why Automate Sales Compensation Management

OpenSymmetry

On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. What are some of the challenges your organization faces as it relates to sales compensation automation?

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (CoreSite)

Xactly

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Finding the right mixture of compensation requirements is a balancing act.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

There are hundreds if not thousands of sales software applications to pick from. Performance & Compensation. Territory Management & Quota. If you’re seeking smart tools to drive sales performance, I’ve got great news for you.

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Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. Will additional bonuses or incentives be a part of the compensation plan?

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Performance and Compensation. Territory & Account Planning. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Tools 79

Finding the Right Sales Performance Management Vendor

OpenSymmetry

This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes. Territory and Quota Management.

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.

ROI 52

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Performance and Compensation. Territory & Account Planning. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Performance and Compensation. Territory & Account Planning. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Tools 65

The Pipeline ? Take Control!

The Pipeline

I had a call from Bob, a director of sales with software company. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

The 13 Least Known Sales Technologies

Velocify

Sales gamification software leverages game mechanics to incentivize rep performance. Sales teams can make faster and better-informed decisions with software that helps present complex business analytics into easy-to-digest, actionable insights. 10) Quote and Proposal Software.

Are You Using Your Sales Performance Data Effectively?

Xactly

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . First and foremost you need the right amount of sales reps to cover territories and close deals. Sales Territory Mapping and Design.

Data 109

Transforming Enterprise Sales Organizations With AI/ML

Xactly

Sales compensation is vital to sales success and company growth. For decades, companies have gathered different tools to manage compensation. It is quickly transforming due to a variety of software tools aimed at helping improve day-to-day execution of the sales process.

The Sales Leader's Guide to Performance Management

Hubspot Sales

Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Performance-based compensation.

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Understanding the Sales Planning and Forecasting Relationship

Xactly

Sales leadership, alongside sales operations and finance use forecasting for all aspects of sales planning, including building sales compensation plans, territory planning, and overall sales strategy. How Automation Software Can Help.

4 Elements of Effective Sales Planning

Xactly

Download our guide, "Designing Sales Compensation Plans," to learn how to structure your plans. Software Puts Your Plan to Work. Software can do three critical things for you: extract the most useful data, removing the hassle involved, and make sure your forecasts are accurate.

Sales Planning Fundamentals Part Three: Quota Planning

Xactly

Using advanced planning software, such as Xactly Sales Planning, organizations can apply historical performance and product data to simplify quota allocation. Balancing Territories to Ensure Fair Quota Allocation.

Quota 103

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Planning for new analytics software, Business Intelligence platform or new/upgraded CRM? Your compensation plan must align to your strategy.

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Q&A with Xactly: The Changing Landscape in Sales Performance Management

Xactly

An integral piece in your sales performance management process is developing a compensation plan that is data-based and results-driven. Your compensation plan affects everyone and everything in your company. What’s your background and experience with sales compensation and planning?

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Territory design, quotas and compensation plans. Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. Your Sales Strategy.

Understanding the Fundamentals of Effective Sales Rep Management

Xactly

While this may sound like a huge task to overcome, it can be done much more efficiently and effectively with sales rep management software. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition.

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

Sales Hacker

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Selection of Enablement Software and other Technology Tools. Data Analytics Software.

Xactly Extends AI Based Sales Planning with Acquisition of OpsPanda

Xactly

As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start. With AlignStar , we provide the industry-leading territory design and planning software.

SaaS Sales: The Ultimate Guide

Hubspot Sales

SaaS stands for software as a service. It is a type of software hosted, secured, and managed by a single provider. Software as a service, or SaaS, is software that’s accessed, managed, and used on the internet. SaaS Definition.

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9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

For instance, if you notice that a company is hiring an HR benefits analyst and you provide compensation services, this is a good organization to reach out to. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on.

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

It will help salespeople deal with a spiraling complexity of products, and with increasingly large catalogs, ever-more complex compensation plans that include SPIFs and bonuses, and financing options to help make bigger deals possible. This is unexplored territory?—?and

The only kick-ass guide to sales operations you'll ever need

Close.io

5 best software and tools for sales ops. This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Step 2: Nail down compensation. Step 4: Assign territories (or whatever method you use for assigning leads).

Enterprise vs. Small Business: The Difference in Commission Structure

Xactly

It’s important to structure your compensation plan with your end objective in mind. How to Compensate Your Sales Staff as a Small Business. And, a smaller company can afford to hire more sales staff with this type of compensation plan. Elements of a Sales Compensation Plan.

10 Best Practices for Enterprise Sales Team Management

Xactly

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning.

7 Tips for Retaining Your Best Salesperson

Growbots

When salespeople do leave a company, the top five reasons are : Salary and compensation. Avoid changing your compensation structure. Changing your compensation structure or rezoning your territories should only be done with extreme caution. To ensure that you are retaining your best salesperson, it is critical to ensure that your compensation is competitive and alluring. Retaining your best salesperson should be a hot topic in every office.