Xactly

DECEMBER 12, 2018

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? Everything starts with territory planning.

Territories 67

Territories Quota Guidelines Software 67

Anthony Iannarino

JANUARY 29, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. Win customers away from your competition. Check out Eat Their Lunch. Download Now.

Competition 95

Competition B2B Face-to-face eBook 95

Anthony Iannarino

JANUARY 31, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. Win customers away from your competition. Check out Eat Their Lunch. Download Now.

Competition 69

Competition B2B Face-to-face eBook 69

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

Territories 45

Territories Travel Hiring Guidelines 45

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.

Territories 49

Territories Travel Webinar Metrics How To 49

Understanding the Sales Force

FEBRUARY 6, 2019

The difference is huge, especially if you have a complex sale, a long sales cycle, or a lot of competition. Not only do you start the process all over again in several months, but the lost opportunity and lost revenue create negative territory momentum, where the pendulum swings to favor the competition.

Hiring 263

Hiring Territories Sales Cycle Competition 263

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

Territories 41

Territories Incentives Incentive Compensation 41

Steven Rosen

MARCH 4, 2021

By moving greater decision-making into the regions and territories, the ability of sales managers and sales reps to make strategic business decisions becomes even more important. With fewer reps calling on physicians, the allocation of sales calls and marketing resources must be rationalized. It’s time to find solutions.

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Territories Survey Coaching Sales Management 194

Appbuddy

JULY 7, 2022

Let’s dive into data privacy, why it’s important, and how to make it your competitive advantage. As of March 2022, data privacy bills were pending in nearly half the states and territories, including Connecticut, Hawaii, Massachusetts, Minnesota, Oklahoma, and Wisconsin. What is data privacy? Best practices to follow.

Competition 52

Competition Data Government Policies 52

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Competition: Footprint, incumbency, strategies, distribution, pricing, etc. Pipeliner CRM empowers practical market, territory and account planning. Market Patterns: Demographics, buying access, trends, etc.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

Zoominfo

DECEMBER 16, 2020

So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management. But what if reps and managers could identify accounts owned by specific reps or that are unowned, yet a part of particular territory?

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SalesForce Territories Intent Signal Buyer Persona 219

SBI Growth

JULY 14, 2013

Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Is it competitive and geared to keep your very best? Give your very best reps the very worst sales territories and suffer the consequences.

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Territories Incentives Incentive Compensation 328

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Hubspot Sales

FEBRUARY 28, 2018

When it comes to recruiting, hiring, and retaining great sales talent -- few things are more persuasive and important than maintaining a competitive sales compensation plan. Consider how territory and product line issues should influence a salesperson’s compensation. You don’t want new hires to be under too much pressure too early.

Compensation 85

Compensation Competition Salary Commission 85

Sales Hacker

DECEMBER 9, 2022

Regardless of your revenue goals, if you can be faster and more effective at your sales planning practices, you will give your sellers a competitive advantage. Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

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Lead Rank Territories Lead Scoring Quota 97

Xactly

DECEMBER 10, 2018

To help you kickstart and improve your compensation planning, here are five steps to a competitive sales incentive plan. Use the data to understand your needs and consider the size of your salesforce, sales team structure, and your territory coverage and potential to determine what you’ll need to reach company goals.

Incentives 79

Incentives Incentive Competition Compensation 79

Partners in Excellence

MARCH 12, 2024

Whether it’s territory planning, account planning, deal planning or sales call planning, YOU create the strategies and the plan. I’m highly competitive, with myself as well as against customers’ alternatives to me. Even forecasting and reporting, which can sometimes feel like drudgery, are like part of running a successful business.

Face-to-face 121

Face-to-face Sports Territories Forecasting 121

Partners in Excellence

DECEMBER 27, 2012

I learned to believe, “It’s my God-given right to 100% share of customer and 100% share of territory!” In my accounts and territory, I constantly looked for opportunities. I analyzed my accounts and territory to figure out where I should be. Do I have 100% share of customer and territory? How Do We Win?

Territories 91

Territories Customer Account Face-to-face 91

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. Delivered weekly, Priority Engine Email Alerts are customized by recipient and can dynamically be aligned by sales rep territory or a defined list of ABM accounts.

Engineering 74

Engineering Territories Opportunity Intent 74

Alice Heiman

NOVEMBER 8, 2023

It was some uncharted territory, but they dove right in. Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Twenty years ago, a couple, sat with their laptops at their house and launched a business. Who knew where they would be 20 years later.

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Tourism Scale Travel Pivotal 144

SBI Growth

OCTOBER 6, 2013

Incentive targets are linked in a competitive fashion, not on my own improvement. Some firms may use competitive ranking for parts of incentive compensation, or for the illustrious "President''s Club". Granted, all things being equal, using competitive rankings may work. Flawed territory design is one possible underlying reason.

Compensation 293

Compensation Territories Incentives Incentive 293

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. Measure what works best in your culture, in your competitive environment and in your territories. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives.

Incentives 168

Incentives Incentive Commission Territories 168

Janek Performance Group

APRIL 17, 2024

Through their interactions, they gather valuable insights into customer preferences, pain points, and competitive landscapes. BDRs can readily adapt their approach based on evolving market dynamics, customer needs, and competitive pressures. In addition, BDRs relay customer feedback and market trends to internal teams.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. The problem is they don’t know the details of your territory like you do. If your competition faces the same issues, it may be your chance to shine! Amaze your manager with your new territory insights. It’s that time again. After a few slightly awkward sales calls you break for lunch.

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

Zoominfo

JULY 28, 2022

A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. Account-based territory lead routing capabilities, along with parent-child relationship mapping, are critical to its revenue strategy. But can all of that be possible at the same time? Without a doubt.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Pointclear

MAY 14, 2018

Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc.

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Territories Quota Sports Compensation 124

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Then you can identify the “land and expanders” you need to help grow existing accounts.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales and Marketing Management

MARCH 25, 2019

With increased competition, the rapidly expanding role of technology in the sales process, and factors such as digitalization impacting every step of the process, we expect things will be significantly different from the way they are today. They can take it one step further by using data to divide sales territories more efficiently.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. Measure what works best in your culture, in your competitive environment and in your territories. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives.

Incentives 136

Incentives Incentive Commission Territories 136

Janek Performance Group

APRIL 2, 2024

Its effectiveness is crucial for sustained growth and competitiveness. When measuring yours, consider the following: Quantitative analysis Qualitative feedback ROI analysis Competitive benchmarks Quantitative data is information from your CRM. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Sales and Marketing Management

SEPTEMBER 7, 2018

Changes in territories or assignments notwithstanding, reps who have been in their territories for longer than a year would welcome the chance to compete against themselves. The (BIG) bad news about a minimum qualifier is that it may exclude certain territories or reps. It’s easy to measure.

Incentives 166

Incentives Incentive Sales Qualified Lead Territories 166

Shari Levitin

MARCH 9, 2023

They demonstrate strategies to adapt to the surroundings and develop the characteristics needed to survive and thrive in the most competitive environment on earth. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business.

ACT 118

ACT Territories Sports Cold Calling 118

Zoominfo

NOVEMBER 1, 2022

In addition to the considerable efficiency gains of using ZoomInfo to handle his prospecting workflow, Westra has been able to gain greater insight into the challenges facing his prospects — a vital advantage in such a competitive industry. I can examine what these people are doing. “I

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

The Pipeline

JULY 16, 2012

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” This is easy to solve, some organizations I work with do double pay, a small price to pay to win customers and revenue, while keeping the competition out.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI Growth

NOVEMBER 5, 2013

If you’re caught totally unprepared, the territories are vacant for months. Replant these seedlings in a ripe territory when necessary. When you need new hires to ramp quickly, look at your competition and customers. Identify Suspects for Departure: First gain an understanding of the competitive landscape.

How To 296

How To Territories Hiring Retention 296

SBI Growth

SEPTEMBER 11, 2012

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. What was the competition doing?

Territories 306

Territories Top of Funnel Analysis Penetration 306

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. When RevOps teams set automated rules of engagement for common GTM activities, like lead routing or holdouts, everything automatically stays in sync when territory or account changes occur.

Hiring 83

Hiring Policies Territories Commission 83