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.

Sales Reps Love Their CRM!

Smart Selling Tools

Sales reps love their CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. The CRM we know today doesn’t actually help sales reps sell more.

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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.

Five Elements of an Effective Sales Territory Map

Xactly

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.

7 Must-Have Automated Documents for Sales Success

CRM) platforms, lead funnel strategies, and new communications tools to accelerate. Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. The 7 must-have automated.

5 Benefits of Territory Mapping Software

Xactly

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.

High-Velocity Field Sales with Multi-Objective Route Optimization

Smart Selling Tools

High-Velocity Field Sales with Multi-Objective Route Optimization. Intelligent routing and scheduling integrated with CRM is the answer for cutting-edge organizations in 2019. In this eBook, you’ll learn: How multi-objective routing and scheduling can unlock revenue.

Data Governance: Salesforce Objects in a Lead-to-Cash Process

Sales Hacker

Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. Here’s what we’re going to cover: Salesforce objects.

9 Steps to a Successful CRM Go-Live

SugarCRM

Few projects can have as big of an impact on your company as a successful Customer Relationship Management (CRM) implementation. And as you might suspect, planning a CRM project takes a combination of skills that go beyond most other IT projects. This is a tall order because CRM projects are truly unique amongst all other IT projects. And for the person whose job it is to actually select and deploy a new CRM solution, that can be a nerve-wracking challenge.

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Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory.

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.

Choosing the best CRM for sales [Insider’s guide]

OnePageCRM

“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a sales CRM is. Jump ahead to: What is a sales CRM and why use it? Do you need a CRM for sales? Poor choice of CRM.

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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. Objection Handling. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Objection Handling. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

The insider’s guide to choosing the best CRM for your sales organization

OnePageCRM

“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a CRM is. Jump ahead to: What is a CRM and why use it? Do you need a CRM? The core features of a great CRM.

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The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Objection Handling. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

Sales Processes and Process Tools like CRM and CPQ. Territory and Quota Management.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

Don’t rely on intuition to determine your organization’s sales processes but rather look to your CRM. Here are 10 ways to improve your sales process by leveraging your CRM data. RELATED: The Evolution of CRM (And Where it’s Going) in the Future. Sales region / territory.

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Guest Post: Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Jonathan Farrington

All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome. Nancy Nardin.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

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. Plan2Win software helps salespeople like you develop territory and account strategies. Tweet Spring cleaning to rejuvenate sales. Spring is here.

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Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Each type of buyer has unique objectives, fears, metrics and objections. “A” Territories underperform. The rep should come away with a full understanding of key persona: Objectives and Job Responsibilities. Common Objections. CRM system Expectations and Training.

3 "A" Players Who Aren’t Really “A” Players

Sales Benchmark Index

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. CRM adoption?

How To Keep Generating Fresh Leads

MTD Sales Training

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. ” Based on geography and the number of your accounts and prospects, you may divide your territory by area post code, by customer type , or by product…as long as you’re divvying it up in a logical way.

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

Close.io

Let’s begin with defining sales quotas, establish why you need to care about them, and identify top objectives for setting them. Three main objectives of sales quota goal setting. Here are the three main objectives for setting sales quota for your reps and managers.

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In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

from CRM, sales performance management solutions, sales enablement, CPQ and other sales-related applications. If mere access to data was the key to sales results, the widespread use of CRM should have had a “rising tide lifts all boats” effect on sales. This is unexplored territory?—?and

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

They learn how to use HubSpot’s CRM , Marketing , and Sales tools. Train them on how to use your CRM. Teach your reps how to use your CRM, and include hands-on, project-based training (like how to enter new contacts, set reminders, and log communication).

Everything You Need to Know About Data in Sales

Hubspot Sales

First, set your business objective(s). Next, make a note of what questions arise from your objective. Now your sales team should know which specific sales metrics to leverage as you work to meet your objective. Revenue by Territory. A CRM database is highly valuable.

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How to launch a cold canvassing campaign: 5 simple steps

Close.io

After you have a casual conversation with your prospects and their guards are down, they might share their requirements and objections in buying your product. But you might have additional objections: does it work for your kind of business?

The only kick-ass guide to sales operations you'll ever need

Close.io

This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Addressing objections. Generating leads, managing your CRM , and running reports isn't a good use of your sales team's time, so get someone else to do it.

Another New Sales VP - Now What?

Sales Benchmark Index

Before they walk into their new office, develop the following: Scorecard - Distilled, objective data to begin a team assessment. Delivered with unimpeachable data and experience that’s objective. Territory Design / Structure Process.

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Hit the Road to Improve the Stick-Rate of Your Initiatives

Sales Benchmark Index

Rolling out a new CRM tool or territory structure. But one of your key responsibilities is to be an objective voice. You’ve put new CRM and related tools in place. Simply watching as they enter data in your CRM helps.

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How the Fastest Growing Startups Build Their Sales Teams

Openview

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.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition.

Is it a Pipeline or Forecast Review?

CommercialTribe

A helpful frame for every point below is to: Be clear in the specific objective (in bold italics below). Key Account or Top Prospect Focus – understand the quality and progress of the plan to penetrate key / top accounts in the territory.

The Ultimate Guide to Sales Forecasting

Hubspot Sales

An accurate sales forecast requires the following elements: Individual and team quotas: To gauge performance, you need an objective definition of “success.”. A CRM : Reps need a database for tracking opportunities to give you accurate close predictions. Try HubSpot’s free CRM.

The Pipeline ? Opposite ? Different -Or?

The Pipeline

So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Objection Handling. Territory Alignment. Home About The Pipeline.

13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

This means some territories are not producing to expected or potential revenues. There are ten more indicators to watch for in the Turnover Trouble Tool including: CRM logging activities. “Do we have a sales turnover problem that needs to be fixed now?".

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