Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. What I got was an insight into modern, data-driven territory planning. Q: Why are “intelligent territories” more productive than territories that are solely geographically built?

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. Secondly, it forces companies to think about how territory, quota, role, and incentive design fit together to develop an efficient, motivated salesforce. High salesforce turnover caused by demotivation from inequitable territories.


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The Key to Sales Territory Mapping


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. The objective is to create logical and travel-efficient territories that meet the needs of the business and generate revenue opportunities. Use Data-driven Intelligence to Map Territories.

How to Optimize Sale Territories for a Strategic Advantage


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. The Effect of Bad Territory Planning on Sales Performance. The success of your sales strategy relies heavily on well-planned sales territories.

How to Get Your Sales Team to Actually Use CRM Software

Hubspot Sales

You’ve decided you need customer relationship management (CRM) software. An empty CRM is like an empty water glass: Falling short of its full potential. Importance of CRM Adoption. CRM Adoption Rates. Explain the CRM's value. Pick the right CRM for your needs.

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23 Motivational Songs to Get You Pumped in 2017

Hubspot Sales

If you need a sales tool that works for you and not the other way around, try HubSpot’s free CRM today.). unless you find one that’s not in your territory. Sales MotivationProspecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help.

Increasing Seller Adoption of CRM: Turning a Passive Data Repository into a Powerful Decision-Making Tool

Miller Heiman Group

No seller has ever said, “My CRM helped me close that deal.” Yet customer relationship management (CRM) systems hold the information that could help sellers close deals. CRM systems are now more affordable and accessible than ever. And companies are responding: businesses of all sizes increasingly invest in CRM technology, as evidenced by the 26 percent increase in revenue experienced last year by Salesforce, the largest provider of CRM solutions.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. While I know some do it as a way that they think motivates their reps, and let’s be honest, many reps do get pumped. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

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Three Keys to Success in Sales: A BDR Perspective


That note was actually just my paraphrase of a quote that motivates me towards my goals on a daily basis: “You will never change your life until you change something you do daily. For example, have I absolutely butchered a pitch reaching out to one of the hottest prospects in my territory? Every piece of software we use interacts with the CRM in some way.

Sales Performance Management: Not Your Parent’s Compensation Calculator


There are a number of key aspects that are evolving in the SPM world, making operations and processes more efficient: Stand-alone Territory & Quota Management Modules are now being incorporated into systems. While these lack some of the mapping functionality of specialist territory alignment software, they present a broader range of capability. It is also important to note the expansion capabilities that go beyond just the ICM/SPM/CRM integration.

The top 9 sales management software tools of 2020


Nearly all sales CRMs include tools that are designed for sales management, although some CRM platforms are more manager-focused than others. Related: How to use a CRM activity report to coach your sales team. Zoho CRM. Sales managers are responsible for growing revenue.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

As the weather heats up, I feel a jolt of energized motivation. Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers. Tweet Spring cleaning to rejuvenate sales. Spring is here.

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How We Can Learn From Wild Predators To Thrive In Life – Part 2


Lorne Sulcas, also known as the Big Cat Guy, is a former successful management consultant, and now a motivational speaker and an international award-winning wildlife photographer and expert. The big cats are very territorial, but their prey is not. He is CSMO at Pipeliner CRM.

20 Sales Planning Tools to Boost Sales Productivity and Close More Deals

Hubspot Sales

With the CRM and Sales combo, you can track contacts, deals, companies, and tasks; schedule meetings easily; learn more about your prospects; and monitor your team's progress with intuitive reporting. It also integrates with the HubSpot CRM.

How to Implement a Sales Process: The Complete Guide


In order to reap those benefits, you have to correctly implement your sales process within your CRM software and invest the proper resources to get your sales reps following it on a daily basis. In this guide, we’ll show you exactly how to automate your sales process in your CRM, how to measure the effectiveness of your sales process, and how to use your sales process to coach your team’s performance. PART 1: How to automate a sales process in your CRM.

The Power of Stop Talking, Listening and Reflecting


The circumstances we are in are the unknown territory for all of us. He is CSMO at Pipeliner CRM. MotivationalToday’s guest in the Expert Insight Interview is Paul McGee, the speaker, and the best-selling author known as The SUMO Guy.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. Step Two : Calculate personal income based on executing the Territory Account Plan. The weak performer is allowed to stay in the territory. January is over.

The Link Between Coaching Skills For Sales Leaders and Sales Coaching Maturity

Integrity Solutions

Forecasts, spreadsheets, CRM reports and territory reviews always seem to dominate their calendars. When coaching to improve motivation is likely to happen, organizations see a 7% increase in sales objective attainment over the mean, versus an 8% decrease when it’s unlikely to happen.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

Most sales leaders, after all, begin with the same ingredients: a good product, a strong team, a great CRM system, and so on. It comes from the way sales teams set up territories and quotas, measure their effectiveness, and adapt to changes. Territories today can be optimized to an unprecedented degree. Sales planning – Sales planning includes things like Territory and Quota Planning, Sales Coverage, and Account Segmentation.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. Step Two : Calculate personal income based on executing the Territory Account Plan. The weak performer is allowed to stay in the territory. January is over.

10 Reasons To Hug Your Sales Manager

Tony Hughes

She fights to provide you with a viable territory and achievable sales targets. If you don't feel it’s appropriate to hug your boss… then show them you’re grateful by changing your behaviors to be a leader who is self-motivated, self-learning and exemplifies self-mastery. Sales Management is without doubt the most important link in the revenue chain.

Sales Automation: The Ultimate Guide

Hubspot Sales

Spent precious minutes adding opportunities or leads to your CRM? Sales Automation CRM. However, one type of sales automation software is particularly important: your customer relationship management (CRM) tool. You'll see in the sections below just how many sales automation tasks your CRM helps automate.). Your CRM tool is a critical piece of your sales automation puzzle. Without a robust CRM, many of your sales automation responsibilities can fall flat.

The Ultimate Guide to Setting Sales Quotas

Hubspot Sales

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. These activities are tracked in his CRM and his sales manager can easily see how he's tracking to meet his quota.

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Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

In sales compensation, there isn't room for do-overs Introducing a new compensation plan moves the goals and targets and the morale and motivation of your sales team will diminish. Territory Volume Commission Plan : With this commission structure, salespeople work with clients in clearly defined regions. And they're paid on a territory-wide versus individual sale basis. For example, this would include CRM databases , software, forms, etc.

How the Fastest Growing Startups Build Their Sales Teams


In today’s rapidly changing world of SaaS, artificial intelligence , big data and CRM, a firm handshake and killer smile only go so far. And it’s working for ReadySource CEO Michael Lazar who recently noted, “Having a standardized sales recruiting process allows us to target tech-savvy reps rapidly and assemble a forward-thinking team that understands sales, CRM and marketing.”. To achieve explosive growth, technology startups need to have world-class sales teams.

Podcast 115: Under The Skin of Successful Salespeople With Mary Grothe

John Barrows

Motivation, drive and “BQ” are the drivers of Mary’s huge success, we discover how to bring it into your own work and hire salespeople accordingly…. I can’t complain about changing comp plans or territory being cut up, product changes. And I came back and I hammered out all my paperwork and I updated my CRM. My manager never had to ask me one time to put anything in the CRM, but I owned my success. This week we have Mary Grothe , CEO of Sales BQ on the podcast.

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Why more sales teams should embrace a leaderboard


Salespeople were so territorial that they wouldn’t make introductions on behalf of their colleagues even when they had a connection to a prospect’s company. Want to build and run a highly motivated sales team? Get a free copy of The Sales Hiring Playbook where I share advice on not just hiring but also managing and motivating a high-performance sales team. The built-in sales dashboard provided by our CRM gets all the sales data in real-time directly.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

If you're already using a CRM , it likely comes with reporting features that allow you to create dashboards for your team. However, if you're not using a CRM, there are standalone reporting tools that allow you to either sync or import your data to create dashboards and reports. Klipfolio : This software allows you to use data from your CRM and combine it with data from the other services to create dashboards.

Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Customer Relationship Management (CRM) Platform. Based on his matrix (see below) , companies reeling in below one million dollars in ARR can hire a number of tech-savvy staff, analysts and administrators to: Manage the CRM. Territory design. Administer, synchronize and optimize technology stack including CRM. CRM administration and optimization.

The Ultimate Guide to Sales Operations: What It Is and How to Implement It


Sales operations, on the other hand, focuses on the tactical, day-to-day activities that a sales team needs to run smoothly, such as administering a CRM. Growth forecasts of sales territories. Besides being proficient in key sales platforms, such as a CRM, or business intelligence platform, the ability to communicate plans with executives from across the organization is essential. Customer relationship management (CRM) platform.

Hiring a sales rep: How to write an effective sales job description

Zendesk Sell

Disruptive strength in the enormous $36 billion CRM / SFA marketplace. Working knowledge of the CRM industry. Zendesk Sell began when we were frustrated by our own experience with CRM and was founded in 2009 based on a strong internal belief that businesses deserve better, smarter software. Located in our sunny (sometimes) San Francisco office, our sales team is looking for a bright, motivated and high-performing Account Executive to join our crew.

The Scalable Sales Manager: the Key to Unlocking Your Sales Teams’ True Potential

Smart Selling Tools

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long. An Up-To-Date CRM – No Longer a Pipe Dream. Another area of frustration that has plagued sales managers forever is getting their teams to input all of their customer data and feedback into their CRM.

15 Job Interview Questions to Ask a Sales Manager Candidate in 2018

Hubspot Sales

What do you think motivates reps the most? Tease out the candidate's motivations behind seeking this promotion. The latter motivation is a recipe for dissatisfaction and a disengaged sales manager. Look for an innate coaching sensibility and a motivational flair. What do you think motivates reps the most? The best sales managers know that motivation is personal. Sales managers also act as CRM sheriffs, ensuring all reps are using the system properly.

Here's What Sales Leaders Should Prioritize in 2021 According to a Sandler Expert

Hubspot Sales

According to Andrews, "Many leaders are motivated to grow their business, but they don’t realize what gaps they need to overcome in order to get there.". This makes things like one-on-ones, pre-call strategies, post-call debriefing, ad-hoc coaching, and territory plan reviews much easier to conduct. You can’t motivate someone unless you understand them. Everybody thinks they dangle the carrot, the money, the incentives, and that's gonna motivate.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Integrate your CRM, webinar management and more, most with one click. Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. Sales reps can use DocuSign right from within Salesforce CRM. This means you can motivate all your reps not just the top performers.

The Ultimate Guide to Sales Forecasting

Hubspot Sales

In addition, a sales forecast is a powerful motivation tool. A CRM : Reps need a database for tracking opportunities to give you accurate close predictions. Territory shifts: It takes time for reps to familiarize themselves with a new territory and build their pipeline, so expect your close rate to dip before picking up again (assuming you planned your new territories well). However, if your company is more established, consider using a CRM instead.

How to get your sales team meet their sales quota every single time


Motivate your employees: If the sales quotas you set for your sales reps are challenging yet attainable, then it will motivate them to perform at their best. Close CRM offers you real-time leaderboards based on any metric. Under this quota, you can motivate your sales reps to sell as many product units as possible in a specified period (generally a year). Note that Close CRM offers you an opportunity report to forecast sales.

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The 13 Least Known Sales Technologies


With features like real-time leaderboards, scorecards, and contests, sales managers can create a data-driven sales team that is motivated to reach their goals. 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. Quote and proposal software work with your CRM to pull lead data into, you guessed it, quote and proposal paperwork generated by your sales team.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. Are you territory based or open territories? Should Salespeople Prospect Anymore?

8 KPIs Every Sales Manager Should Measure in 2018

Hubspot Sales

How are your salespeople contributing to the expansion of your business in their given territory? There’s nothing like a little competition to get your team motivated. So one of your biggest challenges is making sure your sales reps are motivated and enjoy their work. The most qualified leads in your CRM? KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location. Competitor Pricing. Existing Client Engagement.