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.

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 .

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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.

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. The Effect of Bad Territory Planning on Sales Performance.

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.

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.

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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.

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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?

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.

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.

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.

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 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.

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.

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.

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.

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. Your CRM tool is a critical piece of your sales automation puzzle.

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.

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. 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. And they're paid on a territory-wide versus individual sale basis.

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. Customer relationship management (CRM) platform.

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.

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.

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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? Doing this created visibility and drove adoption of the CRM.

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. Territory design. Administer, synchronize and optimize technology stack including CRM. What is Sales Operations?

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.

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.

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. Sales reps can use DocuSign right from within Salesforce CRM. This means you can motivate all your reps not just the top performers. CRM Solutions for your Enterprise. That’s me with Sassy.

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. It’s that time of the year when numbers become important.

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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. Make sure your reps regularly enter accurate, timely data into their CRM to glean the most insight from this method.

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. Territory and account plan development should also be used to gauge learning progress and knowledge retention.

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 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.

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. Are you territory based or open territories?

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.

Mistakes to Avoid When Expanding Your Sales Department


We have Big Data to thank for the fact that CRM and automation tools have become commonplace. Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories. To avoid that, before you decide to add headcount to a specific sales team, assess the territory’s potential, the pool of existing accounts and the current workload.

The Pipeline ? The six elements of a perfect sales meeting

The Pipeline

Motivation. How great sales managers do this is personal (a video clip, a joke, a motivational quote, etc.), Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Sales Performance Management 101 for Sales Leaders: Maximising Performance of Your Sales Team Using the Right Technology


Setting sales strategies, calculating accurate sales forecasts, driving the culture and engagement of the sales team, motivating sales professionals, attracting and retaining top sellers, hitting targets and KPIs sales leaders need to be able to combine vision, processes and people in an effective way to drive optimal sales performance. These activities include territory and target setting, forecasting, approving commissions and bonuses and query management.

How Your Sales Force Measures Up (Part 2)


Do each of your salespeople have an up to date plan for their territory? ?Do Do you have an automated method (CRM) to collect prospect and sales cycle information? ?Do As an example, focusing on referrals can generate immediate returns motivating you to move to the next area. Pipeliner CRM empowers sales teams to remain fit. Building a top-notch sales force is a dynamic endeavor.

New sales managers – starting off on the right foot

Sales Training Connection

Drill down and learn about the territory and the sales team. Here, the CRM system can be a best friend. What can I do to increase the overall motivation of the team? New Sales Managers.