Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

Territories 45

Territories Software Software Benefit 45

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. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

Territories 50

Territories Demographics Travel Distribution 50

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

Tony Hughes

MAY 13, 2019

Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.

Sales Management 81

Sales Management Hiring Forecasting Energy 81

Partners in Excellence

MAY 26, 2014

I’m not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR’s, but there are other reviews). It’s unfortunate, because there’s a huge amount of value in the review process–both for sales people and managers. No value to the sales person.

Sales Management 90

Sales Management Forecasting Top of Funnel Sales Cycle 90

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

Pointclear

SEPTEMBER 12, 2018

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. Let’s take a closer look: Deploying sales resources: Should the sales team be deployed by geographical territories?

Hiring 145

Hiring Top of Funnel Compensation Territories 145

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Partners in Excellence

APRIL 4, 2016

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Mistakes New Managers Make.

Coaching 48

Coaching Sales Management Face-to-face Analysis 48

The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.

Quota 70

Quota Revenue Lead Rank Territories 70

Zoominfo

JANUARY 27, 2022

Whether it’s a list of web form submissions, event attendees, or target accounts, merging multiple data sets can be a time-consuming task prone to inconsistencies. To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action.

Data 130

Data Segment Sales Qualified Lead Collateral 130

SugarCRM

MARCH 9, 2023

Used within marketing teams, geo mapping can help analyze location-based consumer behaviors for insights that can be used to tailor more effective marketing strategies. Mapping consumer information using location data empowers marketing teams to make more intentional decisions in their location-based marketing.

Software 26

Software Software CRM Territories 26

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. It’s an important point that too many in sales management don’t understand. The job of the sales manager is to maximize the performance of each person on their team!

Revenue 50

Revenue Sales Management Face-to-face Maximizer 50

Pipeliner

NOVEMBER 8, 2022

Consumer perceptions of diversity in advertisement make a huge difference in sales. “64% Ensuring your sales team is diverse starts in the recruiting and hiring process. The aspects of recruiting and hiring that make it so challenging and tedious often lead sales managers to automate much of the process.

Hiring 98

Hiring Advertising Advertising Lead Rank 98

Nutshell

MARCH 5, 2024

This strategy is straightforward, but as lead volume increases, it becomes more difficult and time-consuming to manage. The simplest round robin approach is assigning each lead to a random sales rep without considering factors like industry, territory, or company type.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

No More Cold Calling

OCTOBER 16, 2014

And technology will eliminate the time-consuming, face-to-face aspect of communication. Because the more things change, the more they stay the same—in sales and in life. The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. You’ve heard it: Television will kill radio.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Janek Performance Group

MARCH 12, 2024

This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. It’s expensive and time-consuming to onboard a new employee. Simulations help fill in the knowledge gap for the hiring manager. Don’t ignore the signs.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Sales Management Plus -- SMP

OCTOBER 30, 2023

Creating and profiling distinctive lists: Creating marketing lists is time consuming with many systems, but SMP makes it easy. Imagine that you have a sales rep planning to drive to a remote location in their territory. You can overlay related products for a visual narrative that secures deals.

Distribution 52

Distribution Benefit Data Trends 52

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. For example, as sales people, we may focus on the deals in our pipeline, forgetting that we have to continue to find new deals to keep our pipelines healthy. As sales people, if we don’t prospect, our pipelines empty.

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

SBI Growth

AUGUST 6, 2012

You need to know which geography, industry and product represent your short-term wins versus your resource-consuming opportunities. It is your job to equip sales management with these figures. Sales resources are directed towards the wrong opportunities, causing you to look for something new. Money is wasted.

Opportunity 316

Opportunity Strategy Banking Territories 316

Steven Rosen

AUGUST 31, 2015

I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. I understand that sales managers want to do their best for their people, especially when they have a sales rep who is responsive to requests and is on top of their admin.

Hiring 120

Hiring ACT Territories Sales Management 120

Gong.io

AUGUST 24, 2022

First off, forecasting helps sales leaders set realistic targets, helping them to hold sales reps accountable to quotas that are actually attainable. . Sales managers use forecasts for territory planning as well. They’ll also use your sales forecasts to inform: Resource planning and hiring. Conclusion .

Sales Forecasts 62

Sales Forecasts Forecasting Hiring How To 62

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Set up a long-term goal.

Hiring 71

Hiring Territories Scale Networking 71

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Radically Human: Today’s Sales by Shari Levitin , CEO, Levitin Group. Given the changing world, wouldn’t it be crazy for your sales to use the same tired tactics to reach consumers? Are You a Sales Leader or a Sales Boss?

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

InsightSquared

MAY 3, 2019

Often times what happens is sales and other business leaders are pulling data into Excel and trying to reconcile forecast numbers across multiple Excel files and versions. It’s hard to keep track, it’s time-consuming and by the time answers are uncovered, the data is likely outdated.

Forecasting 98

Forecasting Hiring Sales Forecasts Territories 98

SBI Growth

MARCH 19, 2013

Learning Requirements – providing a knowledge foundation mapped to key content that a rep must consume. One rep suggested interviews include a staged sales negotiation while ‘selling’ a more complex product to the Sales Manager. Expert Panel. The purpose of our Expert Panel call was to review the Activities List.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Leadership.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Sales Hacker

MARCH 7, 2022

Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.”

Banking 83

Banking Face-to-face Revenue Territories 83

Apptivo

MARCH 9, 2023

However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. So, whether you’re a sales manager or a sales representative, keep reading to find out how sales automation can boost your sales process! 3 Ways sales automation can help your reps sell more!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

The Pipeline

DECEMBER 7, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Renbor Sales Solutions Inc.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 16, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Renbor Sales Solutions Inc.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 18, 2012

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Renbor Sales Solutions Inc.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Renbor Sales Solutions Inc.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240