4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.

The Territory Optimization Revolution


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. New Concepts Driving Greater Performance .

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

The Pipeline ? Who's Expectations? ? Sales eXchange ? 119

The Pipeline

We often do an exercise with teams centered on expectations of roles, the frontline reps and their managers. Sales eXchange – 119 – We often do an exercise with teams centered on expectations of roles, t… [link]. Territory Alignment. Home About The Pipeline. Contest.

Hiring for Sales Ops? The 5 Job Descriptions You Need

Hubspot Sales

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

It’s 2019, Still Segmenting and Planning in Excel?

Smart Selling Tools

The sales team operates in CRM. This is done in Excel and after multiple rounds of reviews, we finally update our CRM with the appropriate segmentation and assignment of ownership. The salespeople we thought were going to be in a role or territory are gone.

Missing Your Quota? These 3 Sales Process Tips Will Make You Unstoppable

Sales Hacker

We undertake this annual exercise not simply to highlight the best sales teams, but to ascertain exactly why they are so successful. Moving them through your CRM sales pipeline the moment you finish speaking/interacting with them means they’re served the right messaging at the right time.

Quota 83

Part 2: Outbound ABS: Creating Your Own Growth Index


Bonus: Think of a clever codename like “ Operation: Pipeline ” or something that will mean something to your team (versus the 90th report buried in your CRM). Action items: Assign these accounts to AEs based on existing territories or ownership. Howdy!

Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

In my first sales job, I had nearly a full product line in my briefcase and my own geographical territory. I was just thrilled to be entrusted with a virgin territory. After that, I had several conversations with him about the territory and the overall sales process in the area. It was clear to me that the entire exercise was a self-fulfilling prophesy to him. SEO and inbound technology make gauging potential sales from a territory much more scientific.

The Pipeline ? LinkedIn: Social-ism Meets Capital-ism ? Sales.

The Pipeline

those valiant guardians of shareholders “rights” and “value” Remember everything goes as long as there are profits at the end of the exercise, and the opposite is true, regardless of the social merits. Territory Alignment. Home About The Pipeline. Contest.

Mapping The Sales Process: 7 Steps For Success


Sales territory mapping can also help organizations establish their sales methodology and improve sales process steps. In reality, it’s not, but often for sales leaders, this concept proves to be a tough exercise. Build routing within our CRM.

Bias toward action, the number one trait of successful people!

Tony Hughes

For many of us, selling truly is an exercise in futility. I mean, you can have the perfect Domo dashboard pulling your Salesforce CRM data in. Most salespeople have less than 3 on-site meetings in their territory per week. Make no mistake, selling is an extreme sport.

Sales Organization Structure: How to Scale Your Sales Team


If you’re expanding to an office in a new geographical territory — perhaps the most extensive type of scaling — you need to consider a host of practical issues alongside any structural changes.

Churn 79

The Only Sales Process Guide You'll Ever Need


We’re sharing exercises and templates to help you build your sales process from scratch. You should also push your reps to do regular account planning exercises so they know exactly how they’ll approach their book of business. CRM & Internal Touchpoints.

What?s With All These F#!@&*g Reviews!!! Stop Wasting My Time!

Partners in Excellence

Just for clarity, when I talk about reviews, they fall into lots of different categories, pipeline, forecast, deal, account, call, territory, prospecting, 1 on 1’s, QBRs and more. Mostly it’s just a data collection exercise to provide information to managers–this is a waste, most would be better off just looking at CRM if this is all they want to accomplish. It seems managers are always asking for and conducting reviews.

How One Company Integrates SDRs into their Account-Based Strategies

The Bridge Group

They ensured that each account had the right contacts identified, populated, and enriched in CRM (e.g., They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Build trust- Today, breaking into strategic accounts with only blunt instruments is an exercise in futility. We all know account-based (ABx) strategies are hot.

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! They want to see the form, template, or the CRM worksheet completed. They view the template as just another exercise or management conspiracy to waste their time.

Number One Trait of Successful Salespeople


For many of us, selling truly is an exercise in futility. I mean, you can have the perfect Domo dashboard pulling your Salesforce CRM data in. Most salespeople have less than 3 on-site meetings in their territory per week. What’s the Top Trait of Successful Salespeople? Bias Towards Action. Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable.

How to Become a VP of Sales by the Time You’re 30

Sales Hacker

I joined the ranks of Prime Point Media in 2006 selling national accounts, and by 2008 I had built the entire Midwest territory. We use a combination of project management style of software called Monday.com and Pipedrive which is a Kanban-style CRM to keep everyone on the same page.

Job Hunting? How to Interview Your Interviewer

Keith Rosen

We simulate different scenarios (individual interviews, group interviews, simulation exercises, writing exercises, shadowing or joint field rides with other current employees or salespeople, etc.) Would I be assigned a specific territory to manage?). What CRM do you use?

How To 132

Whale Hunting Part I - The Rate of Decay

Tony Hughes

All of this is very much a group trigger event tracking exercise and will serve as the wind in your sails to build momentum in this quarter and the next. I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way.

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey

Smart Selling Tools

Salespeople have a lot of information and data thrown their way and CRM doesn’t make. Defining the role Sales Enablement plays in your organization is a multi-faceted exercise. Every CRM has a number of leads that are old and unresponsive. Territory Optimization.

eBook 65

Part 2: 21st Century Selling: Unlocking the Power of Mobile Devices to Improve Performance & Grow Sales

The Brooks Group

Regrettably an organization’s key strategic objectives may become obfuscated (some may say hijacked) by a myriad set of complex technical decisions— device selection, application capabilities, CRM integration, database configuration, etc.— This post is the second in a series by Mark Ippolito.

Are You Selling By the Numbers or Selling With a Blindfold On? Statistical Benchmarks for Success and Self Accountability That Most Organizations Are Still Missing

Keith Rosen

• Am I fully leveraging the power and potential of my CRM solution for prospect, client as well as territory management? However, to complement this so that you have a comprehensive solution to better performance, you need to have your finger on the pulse of the numbers that will drive your activities in the first place as you exercise your newfound selling and leadership strategies and newly developed competencies.