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.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change.

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

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 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. Excessive costs due to inefficient travel routing.

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.

Five Elements of an Effective Sales Territory Map


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.

Five Elements of an Effective Sales Territory Map


The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

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


“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.

CRM 33

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


“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.

CRM 41

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 dawn of the Fourth Industrial Revolution


The Second Industrial Revolution happened 100 years later, and steel, oil and electricity again changed the way we manufactured goods and also how we traveled around the world or just down the street. Unlike the Second and Third industrial revolutions that were mostly about how to do old things faster or cheaper, the Fourth Industrial Revolution is about charting entirely new territory like the First Industrial Revolution.

The Future of B2B Sales

Sales and Marketing Management

The data gathered through customer relationship management (CRM) solutions and web analytics along with service and usage information from networked machines help sales segment their customers by user profile.

B2B 272

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. It is an all-in-one connector of enterprise-class CRM-driven processes and the tools that people actually use day-by-day.

Vendor 123

Inside Sales vs Outside Sales: Pros & Cons


Outside sales representatives often travel to meet clients at their location of preference, whether it be at their company conference room or for a lunch meeting. Outside Sales Advantages: Travel and associated perks such as mileage. Items can get lost in travel.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

Travel apps. Whichever CRM your company uses, get the associated app. You’ll be glad you did when you’re not stuck updating the CRM on your computer after a long day of meetings or calls –– just pull out your phone, and add information as you go. Best Travel Apps.

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Travel. FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! Territory Alignment.

Firing Your Sales Manager or Boss


Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory.

How to launch a cold canvassing campaign: 5 simple steps


If you locate your prospects in high concentration in a territory, then cold canvassing will work well. Monroe Systems for Business built a personalized system using Smart Views in Close to look at their territory level data granularly.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. A media organization recently created home grown CRM system. Success is based 50% on talent and 50% on performance conditions.

Margin 305

Don’t Blow It: 5 Steps to Making Your First Sales Hire

Hubspot Sales

Territory: Where will this salesperson’s leads and customers come from (zip code, vertical market, country, or other)? Travel: Is there travel involved? Sales tools: Is there a tool, software, or CRM they should be familiar with?

Salary 112

Sales Efficiency - Has Google Provided us with the Golden Egg?

Understanding the Sales Force

There are 87 emails that came in since 6PM yesterday, 2 internal meetings, 3 external meetings, 5 phone meetings and 14 items on the to-do list that must be completed today, including proposals, follow ups, job offers and CRM updates.

Google 170

The Pipeline ? Work Your Cycle not the Calendar

The Pipeline

I tend to go with the latter, while we may need to mark time for a number of purposes, for sales professionals, and for actual sales, the sales cycle is somewhat indifferent to the artificial rhythms that accompany our travels through the years. Territory Alignment.

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr. A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business.

A 2026 excursion to the future of sales training

Sales Training Connection

As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. Suspending disbelief, assume you have time traveled and have arrived in the summer of 2026. CRM Company. Sales Training – 2026.

The Pipeline ? Don't Wait ? Initiate! ? Sales eXchange ? 94

The Pipeline

Becoming the client’s “favourite”, these days being more important than being a value based resource, proactively delivering that value through a proper sale and execution, thus putting the seller in waiting mode based on the buyers’ travels and whims.

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

Smart Selling Tools

And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. Here is a perfect example: I have a client whose product will run on Salesforce CRM.

Fear And Loathing: The Sales And Marketing Technology Stacks

Partners in Excellence

A “modern” sales stack will probably have a CRM system as the core system of record. But then we layer endless tools on top of the CRM system or as a complement to them: I’ll just provide a short list: Marketing automation and content management. Route/Travel planning. Account and territory management. Related Posts: Which Came First, The CRM System Or The Salesperson? I Don’t Want Your Stinkin’ CRM System.

The Pipeline ? POGO POWER

The Pipeline

I kept music as my hobby and travelled the world fixing factories. 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.

Your 2012 Sales Plan

Your Sales Management Guru

4.1.2 Territory definition. 6.1.2 Travel and Entertainment. 12.1.1 Sales Force Automation/ CRM technology. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan.

To Chatbot or Not to Chatbot for B2B Lead Generation?


Taken into account that the USA has 4 primary time zones (not including Alaska, Hawaii, and some other territories), you can receive an inquiry in a chat window at any time. Think for a moment about chatbots for B2B lead generation … What do you feel?

Top 7 Utopian & Dystopian Shocking Sales Predictions

Tony Hughes

For sales, there needs to be an acknowledgement that there are different types of sellers – inside salespeople, key account managers, territory salespeople, and other specialties that have unique skill sets. It's the end of the sales world as we know it. and I feel fine?

SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr - Sales Strategy

Erica Schultz: Well I actually started in the world of SaaS back in 2005 so about 14 years ago when I was still at Oracle Corporation and it was right after we’d acquired Siebel Systems and I took on a leadership role for what at the time was known as the CRM on demand team.

20 Blog Posts to Guide Your Event Marketing Strategy


You are losing time in two ways — the time lost traveling to and attending the event as well as the opportunity cost of not spending time on more productive activities. How to Track Event ROI in Your CRM.

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. Morgan & Morgan needed a tool to synchronize Outlook and Salesforce that would allow their attorneys, paralegals, and the case staff to access CRM. Territory Optimization.

eBook 70

Job Hunting? How to Interview Your Interviewer

Keith Rosen

How much travel is involved? Would I be assigned a specific territory to manage?). What CRM do you use? Looking for a promotion, career change or a new job?

How To 132

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

Jonathan Farrington

I am on my travels today, so I have asked my good chum Nancy Nardin to cover for me: She is a superb author and I know you will enjoy this post – JF. Here is a perfect example: I have a client whose product will run on Salesforce CRM. Nancy Nardin.

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? If not, it’s the same as getting into your car and saying to yourself before embarking on a trip, “Okay, I need to get to a specific destination, but I’m not exactly sure which direction to travel nor how long it’s going to take me to get there.”