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Territory Managers: A Look at Their Role, Skills, and Compensation

Hubspot Sales

They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.

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5 Steps for Designing Territories for your Top Talent

SBI Growth

These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep.

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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. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

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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. Use Data-driven Intelligence to Map Territories. Download Guide.

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The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Poor or excessive customer coverage if territories are too small, leading to missed revenue.

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What’s Your Time Worth

The Pipeline

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Consider travel, time understanding the clients and market, generating leads, and more. Based on the work they do, on an hour by hour basis, sales are usually compensated at a higher rate.

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Key to Significantly Improve Sales Training Results

Understanding the Sales Force

The best players getting the advanced instruction on the travel teams improve the most. 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.

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