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.

The Territory Optimization Revolution

OpenSymmetry

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 .

Part II The Territory & Quota Management Revolution

OpenSymmetry

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.

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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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.

Improving the Sales Organization’s Change Readiness

OpenSymmetry

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

OpenSymmetry

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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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.

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.

Like Leaving Flour Out of a Cake

Pointclear

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

Pointclear

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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What is Draw Against Commission in Sales?

Xactly

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.

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”.

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.

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.

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.

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The Complete Salesperson?

The Pipeline

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

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.

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.

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!”.

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.

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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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 - tibor.shanto@sellbetter.ca.

Is Anyone Leading Lead Management?

Pointclear

Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. The rules should cover the definition of a sales lead , follow-up rules, timing for lead distribution (how soon leads are given to a rep), ROI reporting, etc. There should be a definition of an inquiry and a qualified lead. Sales Lead Management is a complicated process.

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!

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

Vengreso

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.

Operations problem solving: how to start and finish backwards

InsightSquared

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.

Beware of Your Biggest Enemy When Selling into Large Accounts

Women Sales Pros

Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. Finally, look at the overall potential of the account and then assign territories. In many instances, we limit ourselves in how we go about selling into large accounts.

"New Sales. Simplified." A Must-Read!

Pointclear

I liked Mike’s book and it is definitely NOT lacking in substance. A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount.

Why Your Sales Team Isn´t Using Your CRM

SugarCRM

Help them by doing some simple organization of their territory and provide pre-set views. It makes sense to include your salespeople in the definition of pipeline stages.

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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.

Sales Manager Survival Guide – Book Review

The Pipeline

Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. Starting with the key definitions and elements of the role. By Tibor Shanto – tibor.shanto@sellbetter.ca .

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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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.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

The devices have definitely changed over the years, but the cautions have not. This isn’t just dangerous territory for families; it also makes for bad business. Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star.

Mistakes to Avoid When Expanding Your Sales Department

Pipeliner

Therefore putting together a sales dream team is definitely key to keep everything working. Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories. To avoid that, before you decide to add headcount to a specific sales team, assess the territory’s potential, the pool of existing accounts and the current workload.