The Definitive Guide To Sales Territory Planning & Management
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JANUARY 31, 2023
Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.
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JANUARY 31, 2023
Help your sales reps meet their goals with a sales territory management strategy–plus how to make your plan more effective, and the best tools to manage it.
Hubspot Sales
APRIL 27, 2021
They have to have a presence in various regions, and the managers tasked with making sure the sales efforts in those locations are carried out effectively are known as territory managers. There's no definitive standard for what a territory should look like or how much ground it should cover.
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Sales Hacker
DECEMBER 9, 2022
Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Related: The New Growth Formula: Customer Success + Predictive Sales. Consider new territory rules that reflect changes in the market (and your business).
criteria for success
JANUARY 26, 2022
If hiring new sales reps is part of your plan to achieve your sales goal, you’ll need to account for the cost of hiring these reps. You’ll definitely need to consider the new employee’s salary and benefits. As you look at hiring new sales reps to achieve your goal, consider how long it will take for them to be productive.
OpenSymmetry
MARCH 16, 2016
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.
OpenSymmetry
JANUARY 27, 2016
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. Finally, deployment of an automated solution generates improved sales performance.
Nutshell
MARCH 5, 2024
Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. But if you want to do it right, you need a strategy behind how you assign those leads. Lead distribution is the process of matching up specific leads with certain sales reps at your company.
Close.io
OCTOBER 1, 2018
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?
SBI Growth
APRIL 9, 2013
Discovery/problem definition – Sales Reps and HR business partners frequently need to discover issues. Sales reps uncover customer issues and HR business partners work force or developmental issues. Social networking – Sales has definitely become more social. Sample Scorecard for the HR Business Partner to Sales.
Partners in Excellence
AUGUST 10, 2023
There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways. How much time are they spending, with their people, meeting with customers?
The Pipeline
APRIL 8, 2011
The Pipeline Renbor Sales Solutions Inc.s Battle Reparation Tactics Meet Marketplace Strategies. When I returned home from my tour and got back to my job as the manager of a marketing team, I carried with me the lessons I learned in attempt to win the hearts and minds of the Iraqi people. April 2008. March 2008. February 2008.
Janek Performance Group
MARCH 12, 2024
You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. Many sales managers operate on the assumption that each new employee has the knowledge, expertise, and maturity level to hit the ground running and to bring immediate value to their organization.
Miller Heiman Group
FEBRUARY 20, 2020
Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.
Chorus.ai
MARCH 5, 2021
There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?
Hubspot Sales
SEPTEMBER 16, 2020
We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Having clear definitions for your sales process matters a lot.
Sales Training Connection
JANUARY 14, 2013
Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.
Sales Training Connection
JANUARY 18, 2012
Sales Management. A case in point is an empirical study reported in strategy + business where Booz and Allen looked at the relationship between power and decision-making. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers?
Sales Training Connection
FEBRUARY 24, 2012
High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. A good starting point is to reflect on their performance as a sales manager. least time?
Sales Training Connection
FEBRUARY 2, 2015
Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. A good starting point is to reflect on their past performance as a sales manager.
Hubspot Sales
OCTOBER 27, 2020
While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. But that creativity and energy can come with a less-than-ideal territory. Be less social.
Sales Hacker
MARCH 12, 2020
If you’re in a position to fill a sales role, you’re likely already feeling the pressure, because your revenue targets are built on the assumption that your team is fully staffed. Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity.
Sales Hacker
MARCH 27, 2018
Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.
The Pipeline
JANUARY 2, 2012
Stored in Attitude , Business Acumen , EDGE Sales Process , Proactive , Referrlas , Sales Strategy , Sales Success , Sales Technique , Sales eXchange , execution. Fire everyone in your pipeline that you thought definitely close by year end 2011. Communication Strategy. EDGE Sales Process.
The Pipeline
DECEMBER 12, 2011
Go Ahead, Sell On Price – Sales eXchange – 127. Stored in Attitude , Business Acumen , EDGE Selling , Gap Selling , Impact Questions , Interactive Selling , Interview , Price , Proactive , Sales Strategy , Sales Success , Sales eXchange , Zone Selling , execution , qualifying. Communication Strategy.
Sales 2.0
FEBRUARY 1, 2023
This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Nigel: That’s why you definitely have to show you’re human.
Allego
APRIL 21, 2022
And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.
Vengreso
DECEMBER 2, 2020
A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success.
Partners in Excellence
NOVEMBER 27, 2012
Typically, sales specialists have very deep knowledge and experience in whatever they specialize in. Sales specialists are very important in sales organizations and critical to account and territory managers. Yet too often, I see conflict between the sales specialist teams and account managers.
Keith Rosen
SEPTEMBER 20, 2019
Do you really know what people mean when they say, “Success, coaching, difficult, call, or strategy?” SALES LEADERSHIP Named One of Amazon’s Top Sales and Leadership Books of 2018! I’ve been working with two of my front-line sales managers,” Hans began. ne the word strategy ?”. Hans clari?ed.
Hubspot Sales
NOVEMBER 17, 2020
Canvassing can also happen in sales. You probably wouldn’t think of it this way, but when Girl Scouts knock on your door and ask you to buy their cookies, they’re using canvassing as a sales strategy. Although Girl Scouts is a niche example, canvassing is a common practice in sales. Door-To-Door.
Gong.io
NOVEMBER 21, 2022
Sales territories get a bad rep. . But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create balanced sales territories that everyone is happy with, the benefits can be huge. . What is a sales territory?
Your Sales Management Guru
JANUARY 3, 2012
2.1.3 Company Strategy. Sales Goals. 3.1.7 Sales Organization. Sales Goals. 3.1.7 Sales Organization. Market Coverage Strategy. 4.1.1 Market definition. 4.1.2 Territory definition. Sales Strategy. 5.1.2.1.1 Strategy. Executive Summary.
Hubspot Sales
OCTOBER 26, 2020
Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best practices when it comes to setting goals and criteria for your win rate. Be Consistent with Your Win/Loss Definitions. Don't make assumptions. Establish exit criteria.
SBI
MAY 8, 2012
Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. The adage “time is money” can most definitely be applied to selling. Gorilla Expense.
The Pipeline
JANUARY 27, 2012
Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Communication Strategy. EDGE Sales Process. Sales Leadership. Sales Management.
Crunchbase
MARCH 1, 2023
She’s also spoken at multiple sales events and communities, including Modern Sales Pros , and she’s even worked with foreign governments to coach companies on U.S. go-to-market and sales strategies. Daisy Chung Director of Sales, Orum At Orum, Daisy Chung quickly rose from enterprise account executive to sales director.
Pipeliner
JULY 29, 2018
Defining Pipeline Management: To engage in pipeline management effectively, you have to be selling multi-stage opportunities. Many people will try to include accounts or territories into the pipeline, but for it to be effective, it has to be a collection of opportunities with a concrete beginning and end, and steps along the way.
The Pipeline
DECEMBER 19, 2011
The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 128. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , Time Allocation , execution. Communication Strategy. Sales Leadership.
The Pipeline
OCTOBER 5, 2011
The Pipeline Renbor Sales Solutions Inc.s Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. Sales 2.0 , Tibor Shanto , Video. I most definitely agree with all that was declared concerning cold calling. EDGE Sales Process.
The Pipeline
JUNE 3, 2011
The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Guest Post , Proactivity , Sales Strategy , Sales Success , Sales Technique , Sales Tip , e-mail , execution. Definitely cut down on the length and save something to talk about on the phone!! Communication Strategy.
Pointclear
MARCH 17, 2015
I liked Mike’s book and it is definitely NOT lacking in substance. Anthony Iannarino who wrote the foreword for the book sums it up perfectly: “This isn’t an academic treatise on sales. It’s an action-oriented guide for sales people, sales managers and executives.” My friend S. It’s not full of theories.
The Pipeline
MAY 20, 2011
The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. Definitely the era of Mr & Mrs “Know it all” has begun! Communication Strategy. EDGE Sales Process. Sales Meetings.
LeadFuze
DECEMBER 31, 2021
With the role of HR Manager. Sales Pipeline Definition. A sales pipeline is a representation of the stages that prospects go through as they become customers. Creating a list of target companies is the first step in an ICP strategy. 6 Best Practices for Sales Pipeline Management.
Sales Hacker
NOVEMBER 24, 2020
Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.
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