Xactly

DECEMBER 12, 2018

This the fourth blog in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. So far, in my blog series on sales planning, we’ve looked at: Part one: Adopting the right sales planning approach. Part two: Evaluating sales rep ramp time and attrition. Download Guide.

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Territories Quota Guidelines Software 67

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment. The answer?

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Territories Software Software Benefit 70

SBI Growth

MARCH 7, 2017

Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip.

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Territories Workbooks Resources Revenue 168

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Download Guide.

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Territories Travel Hiring Guidelines 45

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

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Territories Demographics Travel Distribution 50

Steven Rosen

JULY 15, 2020

Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. This is a call to action for all sales leaders! Focused Territory Plans. Most sales teams try to do too much.

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Closing Territories Guarantee eBook 306

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide.

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Territories Software Software Benefit 45

Xactly

AUGUST 23, 2018

When it comes to sales performance management (SPM) functions, the difference between “nice to have” and “need to have” can seem difficult to determine. Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Download Guide.

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Territories Incentives Incentive Compensation 41

criteria for success

JANUARY 26, 2022

Here at CFS, we often discuss setting and achieving sales goals. When you think about your sales goal, you need to take the cost of sales into account. This is a key component to your sales budget. As you work to adjust your sales budget to reflect your sales goals, keep the following principles in mind.

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Hiring Territories Lead Rank Lead Scoring 103

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

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Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. This post is for Sales leaders and HR business partners. This simple, free, downloadable tool reveals the vital signs of your plan. Read on to understand the mechanics of effective sales compensation. It answers a fundamental question.

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Compensation Territories Hiring Commission 288

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. A practical framework for sales planning.

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Territories Outsourcing Services Account Ideal Customer Profile 40

SBI Growth

MAY 23, 2014

.” Some will look at historical data and add a growth percentage to the territory. Another approach is to pick states or accounts and build a territory from that. When taking the corporate number and building quotas, you should focus on two goals: Match the quota to the territory potential. (A There is a better approach.

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Quota Territories Case Study Resources 292

SBI Growth

APRIL 9, 2013

Sales Leaders may want to look for some help outside of Sales. This post discusses what Sales might want in an HR Business Partner. The downloadable tool includes a profile of a highly successful HR business partner to sales. Earlier posts talked about how HR Business Partners can provide value to Sales.

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Hiring Ideal Customer Profile Territories Trends 297

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Territories : The field of play.

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Territories Incentives Incentive Compensation 328

Anthony Iannarino

MAY 20, 2020

Here are some sales conspiracy theories you may be believing: 1. You don’t really lose deals because you didn’t differentiate your approach throughout the sales conversation or create greater value. Your territory isn’t as good as your neighbor’s territory. No one wants you to succeed.

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Lead Rank Lead Scoring Territories Cold Calling 128

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. You may already have a target list created by your sales operations department. They can be measured only after a few sales interactions.

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Construction Ideal Customer Profile Territories Lead Rank 323

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Since the world didn’t end, you still need to recruit Sales personnel.

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Hiring Territories LinkedIn Groups 275

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

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Tools Closing Territories Hubspot 108

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Download the SBI Talent Assessment Too l. Are they in the right territories? Assessing Your Sales Team.

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Territories Scale Guidelines Groups 300

SBI Growth

APRIL 21, 2013

A good VP of Sales knows their top performers. Download our “A” Player Calculator and build a talent scorecard on more than just quota. Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory.

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Territories Quota Engineering Resources 303

SBI Growth

MAY 18, 2013

Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist.

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Territories Hiring Quota Sales Leadership 303

SBI Growth

MAY 15, 2013

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. This post helps you decide between hiring an internal or external Sales Manager. You can download the SM Hiring Decision Guide here.

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Hiring Sales Management Forecasting Inside Sales 300

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

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Lead Rank Lead Scoring Lead Management System 103

Anthony Iannarino

JULY 2, 2020

The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.” ” The “sales conversation” is your sale process, and if you believe your prospective client has one, the steps that they think they need to decide what to do and who with.

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Closing Territories Decision Maker eBook 121

Sales Hacker

SEPTEMBER 20, 2022

Everyone wants to have a Q4 (whether you’ve worked deals all year or started working a new territory last month). Where to download all of Michael’s templates. The post Q4 Pipeline Tactics: How to Unstick Your Deals NOW appeared first on Sales Hacker. Picture this: last month, you had a great discovery call.

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Pipeline How To Territories Discount 78

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. Lead distribution is the process of matching up specific leads with certain sales reps at your company. For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead.

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Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

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Top of Funnel Territories Scale Segment 296

Alice Heiman

MARCH 26, 2020

Successful Sales Strategy Step 4 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales.

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Strategy Territories Referrals Revenue 53

SBI Growth

NOVEMBER 23, 2013

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. Hunters assume a generalist role in a territory.

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Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

SBI Growth

JUNE 4, 2013

Download the Thought Leadership Guide to Next Year here. How to Use the Thought Leadership Guide to Next Year: Download the guide. For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW.

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Hiring Lead Rank Lead Scoring Demand Generation 308

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals. Territory design.

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Hiring Territories Incentives Incentive 70

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. The average B2B buyer is 57% done with their purchase decision before sales engages.

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Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 8, 2013

Do you have enough sales reps? Here’s how most companies (incorrectly) figure this out: The CEO hands a projected revenue number to you (the senior sales leader). This yields a cost of sale typically expressed as a percentage of revenue. The red bars from <10% – 99% are the number of sales reps for each range.

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Ideal Customer Profile Distribution Territories Analysis 293

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. You may already have a target list created by your sales operations department. They can be measured only after a few sales interactions.

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Construction Ideal Customer Profile Territories Lead Rank 216

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. The SBI Sales Initiative Assessment Tool has answers. Download it to get a framework for you and your team to use right away. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. The topic was his number.

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How To Incentives Incentive Demand Generation 303