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?

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Why is sales territory planning important? 3 steps to build a laser-focused sales territory plan.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change.

Benefits of Territory Mapping Software

Xactly

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. The 7 must-have automated.

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.

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 Strengthen Sales Territory Planning with Data Intelligence

Xactly

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Sales Planning Sales Territories

Part II The Territory & Quota Management Revolution

OpenSymmetry

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.

3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Integrating automated sales territory planning into your SPM is absolutely imperative in taking full advantage of your sales landscape and selling potential.

5 Steps to a Competitive Sales Incentive Plan

Xactly

To help you kickstart and improve your compensation planning, here are five steps to a competitive sales incentive plan. While your incentive pay should be competitive, avoid underpaying over-performers and over-paying under-performers.

Practical Market, Territory and Account Planning

Pipeliner

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. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas. Pipeliner CRM empowers practical market, territory and account planning.

9 Tips for Building a Competitive Sales Compensation Plan

Hubspot Sales

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.

It’s Your Right To 100% Share Of Customer And Territory

Partners in Excellence

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. Whenever I heard of a competitor winning a piece of business in some remote corner of the territory, I got pissed off—not at them, but at myself for missing an opportunity that could have been mine.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

Stop Selling For Your Competitor!

The Pipeline

Unless you are persistent and make it a habit to plan at least six touch points with each lead before you put them back for more nurturing and future contact, you are working for the competition. Sales Skills Sales Technique Territory Plan Tibor Shanto

What Should You Do When You or Your Company is Disliked in Sales?

Understanding the Sales Force

If you are in territory sales, is there a competitor salesperson gunning for you? sales assessment Dave Kurlan competition Motivation Apple objective management group selling power microsoftI know. Everyone loves you.

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. I have helped companies in Africa, the Middle East – literally all over the world – use extreme behavior to blow away the competition and become the high performers in their industry.

Hiring Salespeople Should Not be Like a Coin Flip

Understanding the Sales Force

The difference is huge, especially if you have a complex sale, a long sales cycle, or a lot of competition. Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever.

Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

Field sales was now expecting improved capabilities to continue moving them up the curve from reactively reviewing results to being three steps ahead of the results to edge out their competition.

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

Sales Specialists And The Account Manager, Why Is There Conflict?

Partners in Excellence

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. How they work with account and territory managers, the role each plays in identifying, qualifying, and pursuing opportunities is not defined. They are accountable for a customer and territory.

10 Sales Statistics You Should Know in 2019

Xactly

Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results. Great managers don’t accept existing territories as unchangeable. are required for each territory?

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.

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What is a Strategic Sales Plan?

Xactly

Processes: Are your sales territories balanced ? Territory design. Your Territory Design Matters. Your sales territories map the playing field for your strategic sales plan.

4 Sales Ops Lessons from the NFL

Sales Benchmark Index

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? He would get paid more by the competition.

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

Sales Benchmark Index

You want to keep a competitive advantage. They confuse competitive profiling and benchmarking. We get asked to ‘benchmark’ the competition frequently. Although ‘benchmarking’ includes competitors, it is not competitive profiling. It was time for a competitive profile.

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How to Setup a Commission Plan in Six Steps

Xactly

Industry pay levels: Competitive commission structures are key to attracting and retaining top sales talent. Benchmarking against industry pay data helps ensure your compensation plan is competitive and will motivate reps effectively.

It’s Not About The Form/Template

Partners in Excellence

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! Likewise, account, territory, call, and pipeline plans help you think about and analyze the things critical to the customer and your success in each area. The other day I wrote, “It’s Account Planning Season” again.

You’re Making The Number, But Are You Achieving Your Potential

Partners in Excellence

I’m an unapologetic believer in the concept, “It’s your God-given right to 100% share of customer and 100% share of territory.” ” Everything I’ve been taught, everything I’ve taught or coached has been around maximizing the full potential in the “territory.” They replied they won the majority of deals, most of the time beating the competition. Account Management Competition Execution Results Sales Strategies

Enhance Sales Momentum

Pointclear

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. There are several types of territory changes: Changes at mid-year, taking on part of a neighboring area, are difficult to implement.

11 Sales Compensation Complaints to Address Before Next Year

Sales Benchmark Index

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.

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

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.

The Value of Cross Referrals – Sales eXchange 158

The Pipeline

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?” They are able to stay focused on their territory, while earning some incentive for asking one extra question.

How to Construct the Perfect Target List

Sales Benchmark Index

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.

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

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.

If Technology is Not the Answer to Solving Sales Problems, What Is?

Sales Benchmark Index

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. What was the competition doing?

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

Study after study cites culture as a real competitive advantage. We recognized the importance of culture as a competitive and strategic differentiator, so we wanted to know where ours came from and if it was trickling down from Henry or elsewhere. competitive.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

A number of salespeople consider competition in the world of selling as a setback or a situation that equals conflict and uncertainty. When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next.