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 .

Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

What is Inside Sales? The Definition of Modern-Day Selling


Let’s delve into the inside sales definition. In this blog post we’ll talk about the inside sales definition, key responsibilities of inside sales reps and what they do on a daily basis. Here is a short outline of what you’ll find in our post: Inside sales definition.

Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. TAM definition to measure and improve market penetration.

The Pipeline ? 3 January Must Do's ? Sales eXchange ? 130

The Pipeline

Fire everyone in your pipeline that you thought definitely close by year end 2011. 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.

What makes a stellar B2B sales person?

Artesian Solutions

If you type ‘the qualities of a great sales person’ into google you will get a wide variety of definitions, qualities, characteristics and traits. Sales Excellence Artesian Super User Autodesk BESMA Sales leaders Successful sales leaders Territory Planning

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Improving the Sales Organization’s Change Readiness


To achieve this vision businesses need to be systematic about understanding their current Sales Performance Management (SPM) or Incentive Compensation Management (ICM) capability and developing a realistic definition of the desired future state capability.

Optimal Incentive Compensation Plan Design for Successful Implementation


Make sure that you align other sales performance management elements like account management, territories, quota, sales coaching and on-boarding to make sure there is no disconnect with plan design. Then add onto that any charge backs or adjustments for territory changes.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

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. And it is most definitely an integral and essential part of enthusiastically reaching our highest level of sales achievement. Tweet Spring cleaning to rejuvenate sales. Spring is here.

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Are You Building Pipeline in Squads or Pods?


Some companies call it squads, some companies call it pods – but ultimately Aristotle’s definition of synergy – which states that the whole is greater than the sum of its parts –explains it best.

1 Key SaaS Sales Metric to Fine-Tune Sales Productivity


Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? But, like almost everything with metrics, the devil is in the definitions. Sales is the Growth Engine. Sales is the engine driving SaaS company value.

What is Draw Against Commission in Sales?


Draw Against Commission Definition. It is generally used to get sales reps through times of sales uncertainty, where they may experience decreased cash flow due to inexperience within a particular territory or product as they ramp up.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

All your data is rolled-up to a common definition of the customer. Don’t do a territory redesign project without knowing exactly who you’re targeting. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs.

How Sales ‘Hires’ the Best HR Business Partner

Sales Benchmark Index

Discovery/problem definition – Sales Reps and HR business partners frequently need to discover issues. Social networking – Sales has definitely become more social. Stay on top of talent needs – One of the worst things for a sales leader is an open territory.

How Sales Leaders Get Paid What They Are Worth

Sales Benchmark Index

Most companies are using the wrong definition of market value. A New Definition of Market Value. Sales leaders need to reshape the definition of market value. CEOs know bad leaders with great territories or great products make the number.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

Welcome to Definite Creeper territory, where overzealous salespeople can easily tip their hand too much and make target buyers feel like they’re being stalked. “HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”.

The Downside of Experience

The Pipeline

As with many things, it comes down to semantics and definitions, in most cases experience is a synonym for having done something for a long time, as in “Henry is more experienced, he has been at it longer than Tom”.

Self-Serve or Full Service? – Sales eXecution 242

The Pipeline

I think not, more accurately, the person they call when they are 2/3 of the way through their “buying” process is an order taker, there is no selling taking place here, there is just taking an order the buyer by definition arrived at on their own.

The Complete Salesperson?

The Pipeline

” Or at least his definition of an A Player. By Tibor Shanto – . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people.

Sales Specialists And The Account Manager, Why Is There Conflict?

Partners in Excellence

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. How they work with account and territory managers, the role each plays in identifying, qualifying, and pursuing opportunities is not defined. They are accountable for a customer and territory.

4 Ways to Succeed in Sales Forecasting

Sales and Marketing Management

For instance, if a territory is re-drawn or reps are re-assigned, these changes are reflected instantaneously, and sales leaders can adjust forecasts as needed, even in the middle of a sales cycle. Using common data definitions and baselines will foster alignment and save time.

2019 Technographics in Sales [Infographic]


Beyond that basic definition, more robust technographic data contains insight into purchase behavior, renewal dates, historical purchases, and more!

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Data Cleanse For A Sales Boost

Score More Sales

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.

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Like Leaving Flour Out of a Cake


Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting. The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” Bad things happen to cake when ingredients are left out.

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Bubble in the Funnel


To date in 2016, these same territory reps have exceeded their numbers. Taking support of these reps out of the equation is definitely not going to “remove a cause from the problem fault sequence that caused an undesirable event.”.

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Change Your Sales Teams Bad Habits Before 2013

Sales Benchmark Index

It is definitely worth the effort. The rep’s territory potential starts to max out. Travel - Redesigned sales territories to reduce travel time. Related compactness of a territory to available warehouse space (They sold industrial cleaning supplies).The 42% is the average amount of time a sales person spends engaging with a customer. selling time) This equals only 17 hours per week. We all know improving selling time should increase sales.

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Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

For more info on these specific terms, click on the thumbnails of these micrographics of the definitions created by Engagio. You have broader target account definitions, and you have more of them. A big part of this is coming up with clear and consistent definitions.

Quota Attainment, Morale, and Sales Culture

The Bridge Group

If the majority of reps are going to hit quota, and ~65% should, then by definition we need more reps on the right side of 100% line. It could be inequitable territories, variability in process, uneven coaching, or inconsistent hiring criteria.

Quota 53

3 Things Some Pundits Won’t Tell you about Cold Calling – Part 2

The Pipeline

I often ask the cold calling is dead crowd, what advice they would give a young and/or new territory rep, new to a copier, transport, wireless, telco, MRO, or other similar company, not the 10 years veteran, but brand new rep: cold call or not? By Tibor Shanto -

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

Henry is definitely resourceful , innovative, and a salesman at heart. When you add compensation tied in part to a sales quota, a little healthy competition comes with the territory. Study after study cites culture as a real competitive advantage.

Four Ways the Cloud Helps Sales Grow

Score More Sales

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.

I WANT A RAISE! How to Get Everything You Want and More From Your Boss.

MJ Hoffman

From compensation splitting and territory assignments, to the right way to ask for vacation and how to increase your potential earnings. You’re the rep covering the NYC territory, and your colleague is covering Chicago.

Social Sales Trends and How To Capitalize On Them, with Rand Fishkin, Episode #83


Salespeople Are CEOs of Their Own Territory and Accounts. Here’s what I mean: Just like Rand had to take charge of the growth and direction of his company, sales professionals have to do the exact same thing in relation to their sales territory and accounts.

The Crucial Points of CRM Implementation


When it comes to CRM implementation, I definitely know of what I speak. Sales units—defined by territory or other category such as inside and outside sales. It actually boils down to precise definition of workflows.

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7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. …and they definitely follow up within a day or two of returning home!

Is it Time to Fire Your Customer?

Sales Benchmark Index

There are several possible reasons: Need to keep your complete book of business and preserve your territory. The following is a eight step plan to prune the bad apples: Define (or re-evaluate) your definition of the ideal customer. We’ve all had Bad Customers.

Operations problem solving: how to start and finish backwards


The end goal in this scenario wasn’t “get good data,” that was just a step on the way to a new territory segmentation. If enough questions weren’t asked, your definition of important data might not have included this information, and all your efforts wouldn’t have solved the problem.

Three Keys to Success in Sales: A BDR Perspective


The little phrase “sometimes you win, sometimes you learn” may not have been their anecdote to get them through a tough time, but it’s definitely mine. For example, have I absolutely butchered a pitch reaching out to one of the hottest prospects in my territory?

What the Fortune 500 List Teaches the Sales SVP

Sales Benchmark Index

Most comp issues are not about comp – they are really territory or quota problems. Collaboration on lead definitions and a follow up process takes time. The Fortune 500 list is out. It’s the annual ranking of America’s largest corporations.