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. Is Your Territory Planning Still Stuck in the Dark Ages?

Social proximity account plan

Sales 2.0

The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories.

Social proximity account plan

Sales 2.0

The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories.

Can We Stop Accepting Average? Please!

The Pipeline

I have had managers tell me that they’d rather have someone in the territory than have it vacant. I get it, but I firmly believe and have seen that the long-term damage to revenue in such territories, when an average rep is sent to compete against accomplished sellers.

Replacing The Sales Funnel With The Sales Flywheel

Partners in Excellence

” From a physics point of view it’s a little difficult to understand, basically the flywheel acts on energy applied through a shaft. I took over a territory from a sales person, the customer discontinued something the sales person had sold them.

Funnel 118

The Future of B2B Sales

Sales and Marketing Management

Dedicating sales teams’ time and energy to managing direct, personal relationships with these customers is key to increasing sales. They can take it one step further by using data to divide sales territories more efficiently.

B2B 272

Are You Developing Managers Or Leaders?

The Pipeline

The previously successful contributor flounders in the new role, and you have an underperforming territory where you had a star you moved. By Tibor Shanto – tibor.shanto@sellbetter.ca .

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

In selling, how do you ensure you have energy to do more than the average salesperson, keep up with your industry and stay one foot in front of your competition?

“Fiscal Cliff” Selling – Sales eXchange 181

The Pipeline

It is hard for some of us to understand why this is, and why these two groups of professionals seem to expend more energy not doing things, things they are paid to do, especially since they would have to actually expend less energy if in fact they did execute.

Energy 235

Choosing the Sales Start-Up Mentality!

The Pipeline

Every day entrepreneurs all over the country start with an idea, some resources, tons of energy and even more attitude, and jump into the deep end of starting a successful business. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Here’s one more: K2 Energy’s website says they have over 100 employees, yet they’ve only got 26 on LinkedIn.

How to Effectively Follow-up After Sales Meetings

Openview

Prospect, in terms of next steps, I’ll get approval for a three-week trial for your team and import your accounts once you send me over the territory data. Walking away isn’t necessarily a bad thing either, it means that you can refocus your time and energy on other opportunities.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

By targeting a prospect in that crucial three-month window, you can focus your time, energy and effort where there’s a higher chance for a win. Users can set up email alerts just on the roles and territories they care about.

How Pilates Helped Me Become a Better Salesperson

Closer's Coffee

She invited me into this collective and collaborative group of ideas, systems, people and energy and in that first session I started to understand what had been missing. In the words of Joseph Pilates, “You are only as young as your spine is flexible.”.

What’s Your Recovery Period? – Sales eXecution 274

The Pipeline

Each rejection is like a blow, whether we overcome them or not, they consume effort, energy and they take their toll, much like a blow in any athlete in any contact sport. By Tibor Shanto - tibor.shanto@sellbetter.ca .

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Pro Tips on Scaling an Enterprise Sales Organization

Openview

How do you manage year-to-year territory adjustments as your company grows? As a company grows, chances are your territories are going to get smaller, and you’re going to need to reset the playing field each year so new hires will have equal opportunity.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

open territory) is met in stride. And you don’t waste any valuable energy ‘talking them up’ with the boss. It is worth the time and energy to develop promotable sales reps. Preparing for the New Year requires decisions to be made.

How you manage makes a difference

Sales and Marketing Management

You can build a great brand in your territory that differentiates you from the competition just by treating your reps with respect and recognizing their efforts. In his paper, he noted the presence of someone else “serves to liberate latent energy not ordinarily available.”

23 Motivational Songs to Get You Pumped in 2017

Hubspot Sales

Blast this tune during the first or last five minutes of your work sprints to get your energy levels up. unless you find one that’s not in your territory. But it's an energetic jam that's been on repeat all summer and always gives me an energy boost when I need it.

When to Fire a Sales Rep (5 Lessons Learned the Hard Way)

Sales Hacker

Now, think about the wasted time and energy, the damage to your credibility –– not just with your boss but also with customers and partners. The biggest mistake a leader can make is to hire the wrong person. The next biggest mistake is retaining people who need to move on.

Churn 80

When The Manager Is The Problem Performer

Partners in Excellence

The “cost” is not just the lost opportunity in their own territories, but the drag they create on their peers and managers has an impact, as well. Life is too short and there are too many opportunities to waste time and energy with bad managers.

How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

D&B Hoovers leverages the world’s largest commercial database and sophisticated analytics to deliver a sales intelligence solution that enables sales and marketing professionals to focus time and energy on the right prospects and engage with relevance and context to accelerate the sales cycle.

At Abbott Laboratories, Allego Drives Higher Engagement

Allego

You have to decide, ‘Am I going to put energy and resources into changing what’s happening, or do I put energy and resources into increasing my effectiveness within the [existing] model?’”. As the old saying goes, “If it ain’t broke, don’t fix it.”

Four Principles for Hiring Sales STARS!

Steven Rosen

Energy Level. Time & Territory Management. By Steven Rosen. Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers.

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The Secret to Building Strong Sales Teams

Sales Hacker

If people fear for their job, fear they are doing things wrong, fear that leadership doesn’t believe in them, energy levels will suffer and they will fail. Clarity on territories. In sales, you only go as far as your team will take you.

Four Reasons Sales Managers Fail

MJ Hoffman

Suppose the C-suite decides to shift from a geographic to vertical-based territory system. Devote time and energy to recognizing when people aren’t succeeding or don’t have the right skills.

Four Reasons Sales Managers Fail

MJ Hoffman

Suppose the C-suite decides to shift from a geographic to vertical-based territory system. Devote time and energy to recognizing when people aren’t succeeding or don’t have the right skills.

At Abbott Laboratories, Allego Drives Higher Engagement

Allego

You have to decide, ‘Am I going to put energy and resources into changing what’s happening, or do I put energy and resources into increasing my effectiveness within the [existing] model?’”. As the old saying goes, “If it ain’t broke, don’t fix it.”

The Year in Review: Motivating Your Sales Team

The Brooks Group

The Sales Territory Planning Workshop walks your salespeople through action planning exercises that will get them to take ownership over their sales goals and shows them exactly how to get there. Save yourself – and your sales team – time, effort and energy and download this whitepaper!

What is the Best Commission Strategy to Motivate Sales Reps?

Xactly

Rather, they exert the minimum possible energy to get paid. Everyone is familiar with the Principal-Agent Problem, whether they realize it or not: someone wants something, but they can’t get it on their own, so they pay someone else to get it for them. Where’s the problem?

5 Strategies the Best Reps Use to Tell Tire Kickers From Real Prospects

Hubspot Sales

These are the types of prospects you should remove from your pipeline ASAP so you can focus your time and energy on better opportunities. Are they in the industry or territory you're targeting? It takes time and energy to educate prospects (e.g.,

What is Success? The Ultimate Guide

Anthony Iannarino

After building great sales managers, the second most important factor in ensuring success is devoting time and energy to your people. Success relies on the individual, not the result of having the right territory or having the right product, even though high waters can cover a lot of stumps.

Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

In my first sales job, I had nearly a full product line in my briefcase and my own geographical territory. I was just thrilled to be entrusted with a virgin territory. After that, I had several conversations with him about the territory and the overall sales process in the area. CRM combined with high-quality prospecting lists will tell you what the sales potential is for a give territory. Raw data can be deceiving when looking at an organization’s sales processes.

The Good, Bad, and Ugly of Sales Rep Turnover

SalesProInsider

Reps who aren’t performing at the levels you need or reps who are the “pain-in-the-rears” who sap time, energy, and negatively impact others (isn’t their departure cause for celebration, not panic?). Business objectives for territory and account adjustments.

Get Your Sales Team Prospecting Smarter, Not Harder

The Brooks Group

Without strategic territory planning at the senior leadership level, your organization can’t move forward. The first step is getting your team to commit to carving out dedicated time that is focused solely on territory planning activities.

What is Success? The Ultimate Guide

Anthony Iannarino

After building great sales managers, the second most important factor in ensuring success is devoting time and energy to your people. It’s not the result of having the right territory or having the right product, even though high waters can cover a lot of stumps.

Account-Based Lesson Learned: 2016-Today

The Bridge Group

Marketing can and should score territories according to potential, fit, and interest. There’s too much time, effort, and energy involved to finally connect with a named account and fall flat with the offer of a canned demo. Account-based revenue is a concept as old as outbound sales.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome.

Announcing Close.io’s Predictive Dialer: The biggest leap in sales productivity since the invention of the phone!

Close.io

This largely confined sales reps to owning specific geographic areas, or territories that they could personally visit and cultivate relationships within over time. Once your team logs on and starts making calls, the room electrifies with energy. That’s a big claim, I know.

Tools 99