Score More Sales

DECEMBER 3, 2012

We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year). I remember one company that did this in February.

Territories 220

Territories Distribution Outbound Outside Sales 220

Crunchbase

JULY 2, 2020

The solution required a distributed and remote sales force, with reps living in central locations so they could cover multiple countries and languages. We also employed the following six key principles, which are vital for any sales organization with remote team members. . Maintain Territory Ownership.

Outsourcing Services 52

Outsourcing Services Scale Hiring Face-to-face 52

HeavyHitter Sales

MARCH 5, 2014

The top sales challenge in the Build stage is creating sufficient sales coverage to push the product into the market. It takes time to hire, train, and build a critical mass of capable salespeople who can penetrate new accounts. Since territories have been split numerous times, the answer revolves around specialization.

Hiring 108

Hiring Scale Territories Penetration 108

Tony Hughes

MARCH 4, 2018

The entire technology stack front and back-end sits in the cloud elastically - burstable and on-demand, the entire team is distributed and all meetings are held in a virtual world. Since these deals are less common, there is more competition for them which causes enterprise sales people to be even more valuable. Ooh goodie!

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Hubspot Sales

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Revenue by territory. Activity Sales Metrics. These sales metrics show what salespeople are doing on a daily basis. Activity metrics are “manageable,” meaning sales managers can directly influence them. Average time to find, onboard, and train new partners.

Cost per Acquisition 134

Cost per Acquisition Lead Rank Churn Webinar Metrics 134