Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in.

Territory Alignment: The Right Resources in the Right Place

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video allocating territories misalignment sales sales patch territory alignment territory design

Benefits of Territory Mapping Software

Xactly

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.

Sales Planning Fundamentals Part Four: Territory Planning

Xactly

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Download Guide. Download Guide.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. The 7 must-have automated.

4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

The Key to Sales Territory Mapping

Xactly

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.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. Download Guide.

5 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. Getting the best reps in the best territories. In many organizations, territories are designed on historical precedent.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design. Sales Sales Territories

Five Elements of an Effective Sales Territory Map

Xactly

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.

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Download Guide.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

5 Benefits of Territory Mapping Software

Xactly

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.

Is Margin Based Compensation Right for Your Organization?

Sales Benchmark Index

Article Sales Strategy 2018 2019 app store Ben Durst big companies budgets CFO comp comp plans companies compensation compensation season corporate corporate objectives crunched current systems download firms gross margins leader make your number margin based comp margin based compensation numbers on the go Product Strategy profitability realigned sales sales leader sales strategy sbi SBI App SBI Content small companies solution territory level the app store time of year tool

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3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Integrating automated sales territory planning into your SPM is absolutely imperative in taking full advantage of your sales landscape and selling potential.

[INFOGRAPHIC] SMA Research Update: The Price of Poor Sales Territory Planning

Xactly

Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning. Check out highlights from the survey below or download the executive summary here.

Practical Market, Territory and Account Planning

Pipeliner

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas. Pipeliner CRM empowers practical market, territory and account planning. Download a free trial now. The post Practical Market, Territory and Account Planning appeared first on SalesPOP!

The Key to Setting Quota Correctly

Sales Benchmark Index

” 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. A territory can be a list of accounts or a geography). How many of you want to hit your number?

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Sales Incentive Optimization

OpenSymmetry

Territories have been arbitrarily changed and accounts reallocated so that Account Managers have to spend the first quarter getting to know new customers, so undermining their ability to hit target. Download our full presentation today! The Journey to Sales Incentive Optimization.

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.

What is a Strategic Sales Plan?

Xactly

Processes: Are your sales territories balanced ? Download the guide "Optimizing Sales Planning with Data Intelligence,"to discover how you can use sales performance data to strengthen planning and performance. Download. Territory design. Your Territory Design Matters.

Are You Using Your Sales Performance Data Effectively?

Xactly

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . First and foremost you need the right amount of sales reps to cover territories and close deals. Sales Territory Mapping and Design. Download.

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Prevent ‘A’ Player Turnover

Sales Benchmark Index

Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory.

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Amaze your manager with your new territory insights. It’s that time again.

How to Setup a Commission Plan in Six Steps

Xactly

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Download. It identifies your capacity needs, quota allocations, and sales territory design. Download.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

This simple, free, downloadable tool reveals the vital signs of your plan. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Download the 10-Point Compensation Inspection tool.

4 Sales Ops Lessons from the NFL

Sales Benchmark Index

Find out by downloading the Sales Performance Conditions Scorecard here. Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment?

How Sales ‘Hires’ the Best HR Business Partner

Sales Benchmark Index

The downloadable tool includes a profile of a highly successful HR business partner to sales. Also included in the download is a sample scorecard of objectives for the HR business partner to Sales. The downloadable tool contains more competencies to consider.

Sales Planning Fundamentals Part Three: Quota Planning

Xactly

Download the guide "Optimizing Sales Planning with Data Intelligence,"to discover how you can use sales performance data to strengthen planning and performance. Download. Balancing Territories to Ensure Fair Quota Allocation. Download.

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3 "A" Players Who Aren’t Really “A” Players

Sales Benchmark Index

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.

A Short and Sweet Case for Enterprise SPM

Xactly

Download "The Enterprise Guide to Sales Performance Management (SPM),"to discover sales compensation best practices, the benefits of enterprise SPM solutions, and how Xactly can help you unleash sales attainment potential. Download. Download.

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Download the Ultimate Lead List Calculator to prioritize your accounts for success. Amaze your manager with your new territory insights. It’s that time again.

How Realistic is your 2014 Sales Quota?

Sales Benchmark Index

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. Territory Potential: Growth rates for newer territories will rapidly outpace more mature markets. These include Territory Vacancy Rate and Talent Level (sales rep).

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HR Saves Sales From the End of the World

Sales Benchmark Index

Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Q1 of 2013 is a busy time to refill empty Sales territories. The downloadable tool has an additional 6 areas described. Downloading the tool (below) will give you 6 more.

More Accurate Sales Capacity Plans Require a Data-Driven Approach

Xactly

Download "The Enterprise Guide to Sales Performance Management (SPM),"to discover sales compensation best practices, the benefits of enterprise SPM solutions, and how Xactly can help you unleash sales attainment potential. Download. Download.

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How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Download. Download. When it comes to sales compensation planning, you can never start prepping too early, right?

How to Avoid The Impossible Quota

Sales Benchmark Index

Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc. Download our top down, bottoms up metric sheet here to see how top organizations adjust quota.

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3 Ways a Sales Leader Should Rollout a Quota Increase

Sales Benchmark Index

The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Download the Sales Leaders Checklist for Closing the Quota Gap. You just got your new quota and it’s gone up. Now you need to roll it out to your management team.

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