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.
Definition Strategy Territories Tools 
A Basic Guide to Territory Optimization
Hubspot Sales
DECEMBER 31, 2020
In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. What is a sales territory strategy? No matter what it looks like for your team, territory mapping has a definite benefit. 15% increase in territory efficiency.
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Territory Managers: A Look at Their Role, Skills, and Compensation
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. The extent of a territory sales manager's influence leans heavily on the nature of their business, size of their teams, and structure of their sales orgs.
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Everything You Need to Know About Sales Territories?
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?
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How to Build a Sales Territory Plan with a Buyer-Centric Approach
Zoominfo
MAY 11, 2020
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?
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Sales Operations (Sales Ops): The Definitive Guide
Mindtickle
DECEMBER 28, 2023
We’ll also share best practices for sales operations planning and the important role technology plays in a winning sales ops strategy. On the other hand, sales operations planning is focused on ensuring the right tools and processes are in place to support the sales cycle. But what exactly does a good strategy look like?
The Sales Prospecting Strategy Guide
Zoominfo
FEBRUARY 23, 2021
Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. What are the best tools for sales prospecting?
What Is Lead Distribution and How Can You Use It?
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. Decide on a lead distribution strategy (which we’ll come back to in a moment). Table of Contents What is lead distribution?
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AI in Sales Management…is just getting started
Sales 2.0
FEBRUARY 1, 2023
Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” Economics… eventually… drives the focus of tools and technologies on where value can be attained. I was curious to hear what he thinks.
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The ultimate guide to creating a winning cold email strategy
PandaDoc
NOVEMBER 2, 2022
Cold emailing is a difficult marketing strategy for two main reasons. Cold email strategies are one of the many tools in the toolbox of successful marketers, but arguably among the hardest to execute well. Instead, you have to wait for an eventual answer, which in many cases never comes. Are cold emails still effective?
The Need for Speed: Intelligent Lead Routing Means Faster Prospect Connections
Zoominfo
JULY 28, 2022
But too often, tools are added without assessing their compatibility with existing tech. Ideally, revenue teams reach an agreement on the definition of leads, their quality, and status. Account-based territory lead routing capabilities, along with parent-child relationship mapping, are critical to its revenue strategy.
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Why You Need to Implement Lead Routing [+ How to Do It]
Hubspot Sales
DECEMBER 30, 2020
That’s what makes lead routing a critical component to any scaling sales strategy. Mature lead routing models take multiple factors into account, like deal value, territory or geography, use case or specialization, or a combination of multiple factors by a lead scoring system. Lead Routing by Territory or Geography.
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How Sales ‘Hires’ the Best HR Business Partner
SBI Growth
APRIL 9, 2013
The downloadable tool includes a profile of a highly successful HR business partner to sales. The downloadable tool contains more competencies to consider. Discovery/problem definition – Sales Reps and HR business partners frequently need to discover issues. Social networking – Sales has definitely become more social.
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The 5 Stages of Developing and Launching a New Sales Strategy
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? Companies too.
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Onboarding Sales Talent The Right Way: The Sales Manager’s Perspective
Janek Performance Group
MARCH 12, 2024
Many sales professionals often don’t receive the crucial tools needed for success right away. You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. It’s a definite red flag in an employee’s profile if she or he “job hops” regularly.
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SDR to AE: The 90-Day Guide I Wish I’d Had
Sales Hacker
MAY 29, 2023
Related: Sales Cycle Management: Definition, Stages, and Strategies Listen to your AE’s calls The leads that you pick from the above CRM report might have call recordings associated with them. Related: How to Create an Epic Sales Coaching Culture Befriend your CRM and other tools The CRM is a salesperson’s best friend.
Spring Cleaning: Tools to Rejuvenate Sales
SBI
MAY 8, 2012
If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. Plan2Win software helps salespeople like you develop territory and account strategies. The adage “time is money” can most definitely be applied to selling.
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A Get-Well Plan for Sales Ops in the New Year
SBI Growth
DECEMBER 5, 2013
All your data is rolled-up to a common definition of the customer. After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Revising the comp plan without aligning it to a defined sales strategy won’t work.
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Four Ways the Cloud Helps Sales Grow
Score More Sales
NOVEMBER 26, 2014
Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales. Expand Your Pipeline.
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Coaching And Developing Managers
Partners in Excellence
AUGUST 10, 2023
There are, rarely, definitive answers for the issues managers face in leading and developing their teams, so directive coaching is very ineffective. Normally, front line managers focus on coaching deals, pipeline, calls, account/territory management, prospecting, time management and so forth.
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Sales Operations and Company Growth: An Extensive Guide
Crunchbase
JULY 27, 2022
The following provides a definition of sales ops and what it does, offers insights into how to organize and operate a sales operations function in your company, and relays some best practices for running a successful sales operations team. In essence, sales strategy and operations have one overarching purpose—to enable sales teams to sell.
The 7 Sales Processes You Desperately Need
Hubspot Sales
SEPTEMBER 16, 2020
Having clear definitions for your sales process matters a lot. Account plans help guide your account management strategy by answering questions such as: What are your company’s goals for the relationship? Territory Management. Use tools that provide all the reporting you need from within one platform. Call Management.
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The Pipeline ? Battle Reparation Tactics Meet Marketplace Strategies
The Pipeline
APRIL 8, 2011
Battle Reparation Tactics Meet Marketplace Strategies. We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. Battle Reparation Tactics Meet Marketplace Strategies [link]. Battle Reparation Tactics Meet Marketplace Strategies [link] #news #sales.
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Why AI Won’t Replace Your Team and Only Empower Them
BuzzBoard
JANUARY 23, 2024
AI, with its ability to process vast amounts of data and perform complex tasks, is a powerful sales tool, no doubt. They collaborate with AI-powered tools to streamline workflows, allowing them to devote more time to fostering client relationships and nurturing creative solutions. Further answers lie in the technique.
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105 Change Your Sales Teams Bad Habits Before 2013
SBI Growth
OCTOBER 25, 2012
It is definitely worth the effort. The rep’s territory potential starts to max out. Register for our research tour here to get this tool). Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The
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Are You Building Pipeline in Squads or Pods?
SalesforLife
JULY 28, 2019
Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Your team has to conduct deep research using tools like LinkedIn to evaluate these relationships. This is why pods or squad selling are becoming so critical.
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29 Types of Trigger Events and How to Track Them
Hubspot Sales
SEPTEMBER 18, 2023
In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. Social Listening Tools : Social listening tools can notify you if someone is talking about you or your business online. Track this event with : Google alerts, press releases page 6.
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Revenue Operations: Secrets to Generating Sales and Growing Revenue
InsideSales.com
JUNE 16, 2021
Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. The enemy of operations is a poor definition or poor execution of process. Rev Ops Tools.
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Best Account Planning Templates 2023
Emissary
AUGUST 6, 2022
There are numerous choices between home-grown tools, publicly available content, and off-the-shelf options embedded within sales methodologies and technology platforms. Find the one that makes the most sense for your 2023 territory and enterprise strategy: Altify : Grow Deal Size with Comprehensive Account Planning.
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How to Create an Effective Sales and Marketing Plan
Highspot
FEBRUARY 14, 2024
Here are the key differences between a sales plan and a marketing plan: Focus and Objectives Sales Plan: Primarily focuses on the activities and strategies to drive direct revenue generation. Marketing Plan: Has a broader scope, encompassing the overall market strategy, brand positioning, promotional activities, and communication efforts.
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How to Create an Effective Sales and Marketing Plan
Highspot
FEBRUARY 14, 2024
Here are the key differences between a sales plan and a marketing plan: Focus and Objectives Sales Plan: Primarily focuses on the activities and strategies to drive direct revenue generation. Marketing Plan: Has a broader scope, encompassing the overall market strategy, brand positioning, promotional activities, and communication efforts.
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Data Cleanse For A Sales Boost
Score More Sales
DECEMBER 29, 2014
There is definitely an issue in smaller and midsized companies which you don’t always see but is there in nearly every organization. If you can reward your reps for clean, updated territory lists, that can go a long way. The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered.
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RevOps vs. Sales Ops – What’s the Difference?
Sales Hacker
JULY 14, 2021
Sales Ops leaders are responsible for driving high-level strategy as well as ensuring that the sales team’s tech stack is optimized. explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce.
8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter
Sales Hacker
MARCH 27, 2018
You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. B2B Prospecting Techniques to Definitively Boost Your Performance. Use the right tools. Use B2B prospecting tools that match your business model. 2) Referrals. 3) Warm Calling.
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The 5 Stages of Developing and Launching a New Sales Strategy
Chorus.ai
SEPTEMBER 12, 2019
There’s no way around it: Strategy is exciting. It’s even more exciting when you’ve got a new or revamped product, or a slew of new features, and you need to develop and launch a brand new sales strategy that will take your product to the top spot it was made for. What is a sales strategy? Developing your sales strategy.
2023 Sales Comp Planning: A Conversation with The Alexander Group
The Spiff Blog
SEPTEMBER 22, 2022
As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others. But as we spoke with the Alexander Group about planning for a new year, they made one thing clear: It’s important not to let every change in the market dictate your business strategy.
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4 Pillars To Creating a Successful Sales Plan
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. What is a Sales Plan ?
The Ultimate Guide to Sales Operations in 2019
Hubspot Sales
JUNE 28, 2019
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. Sales Strategy. Territory Definition. The short answer: Yes. “I
Adapting an ABM Approach for Account-Based EVERYTHING
DiscoverOrg Sales
MARCH 27, 2017
Engagio combines all of these strategies into a strategy they call Account-Based Everything (ABE) , which serves as the driving principle behind both their product and how they operate as a company. In addition to big picture strategy, Brandon provides tactics that teams can leverage right away. Check it out! Use both together.
What Is Canvassing in Sales?
Hubspot Sales
NOVEMBER 17, 2020
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. This piece will give an overview of sales canvassing, explain the strategy’s benefits, and give salespeople tips for succeeding with the technique. Door-To-Door.
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The Tenure Crisis……
Partners in Excellence
FEBRUARY 9, 2024
And if the seller didn’t have a predecessor, they are developing their territory from scratch. If we sell sales and marketing tools, we can use customer buying cycles as an indicator of how long it takes to agree on and define the solution. People are developing strategies and “work arounds”to cope with this dilemma.
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Why Are You Trying To Kill Me?
The Pipeline
NOVEMBER 13, 2014
I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on.
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What is the Difference Between Sales Enablement and Sales Operations?
Seismic - Sales Effectiveness
DECEMBER 5, 2018
They will help with lead routing, so sellers receive leads that fit their territory/solution. In this context think of sales enablement as the overarching strategy that will drive both Marketing and Sales in their goal to achieve closer alignment, reduce roadblocks, and ultimately close more deals. What is Sales Enablement?
Corporate Gift Giving: A Beginner’s Guide
Zoominfo
DECEMBER 9, 2018
Whether you’re in charge of choosing the company gift or just looking for a way to thank your team, corporate gift giving is tricky territory. Definitely Unacceptable. In fact, gift giving can be an excellent relationship building tool and can even generate more business for your company. Keep reading! What’s appropriate?
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