Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization.

Allocating Sales Territories For Maximum Revenue Growth

Sales Benchmark Index

Charles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1 Magazine Sales Strategy propensity to spend revenue growth revenue growth methodology sales revenue sales strategy sales territories

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.

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.

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. Identify data stored in enterprise resource. 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.

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.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. The Effect of Bad Territory Planning on Sales Performance.

Transforming Enterprise Sales Organizations With AI/ML

Xactly

Register for the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover sales performance management opportunities by leveraging artificial intelligence (AI) and machine learning (ML).

Pro Tips on Scaling an Enterprise Sales Organization

Openview

As part of our recent Go-to-Market Forum, I had the opportunity to sit down with sales leader, Mike McGuinness , and pick his brain about his best advice for successfully scaling enterprise sales organizations. How do you manage year-to-year territory adjustments as your company grows?

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. Fact #4: SPM can reduce territory planning time up to 75%.

Mindfulness and the World of Enterprise Selling

Pipeliner

How Mindfulness and Enterprise Selling Go Together. And those of us in the hectic world of enterprise selling are even less likely to know much about it. And its fundamentals align directly with enterprise selling. Let’s think first about some of enterprise selling’s unique challenges: Extended sales cycles. Then, there’s the stress, that constant anxiety that’s part of chasing the numbers in the enterprise world. It comes with the territory, right?

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?”. As such, concise, targeted planning, such as that used in the Sandler Enterprise Selling Program, is typically embraced. And with enterprise selling, significant, focused research is essential. Territory Value Propositions – Based on the planning now accomplished, outcome-based messages are crafted for your identified, most promising market areas.

Enterprise vs. Small Business: The Difference in Commission Structure

Xactly

Whether a company is trying to grow or has reached the Enterprise level, the right sales commission structure can be the difference between hitting your goals or falling flat. Commission Structures for Enterprise Businesses.

10 Best Practices for Enterprise Sales Team Management

Xactly

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. Below are 10 of the best practices for enterprise sales team management solely geared towards sales management. Employ the Enterprise Selling Process.

SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr - Sales Strategy

Why does Erica believe that enterprise is a “company sport?” Why does each department need to re-platform when making the move to enterprise? How can founders know when is the right time to make the move from SMB to enterprise? And then you follow their lead into the enterprise.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

[Webinar Recap] Transforming Enterprise Sales Organizations With Data and AI/ML

Xactly

In our recent webinar “How Big Data and AI/ML are Transforming the Enterprise Sales Organization,” Xactly Senior Director of Product Marketing discussed how the SPM space is shifting to become more data-driven, and the critical role data plays in optimizing enterprise sales organizations.

Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

I first started hearing the rumblings from enterprise customers during and after implementations about 8 years ago. While these lack some of the mapping functionality of specialist territory alignment software, they present a broader range of capability.

Social Deja Vu: We’ve Been Here Before

No More Cold Calling

The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. Associations Enterprise Sales Management Salespeople Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio.

At Abbott Laboratories, Allego Drives Higher Engagement

Allego

We encouraged them, using contests, to record some videos of themselves sharing the best-practice examples : ‘Here are the problems we face, and here’s how I solve them in my territory.’ As the old saying goes, “If it ain’t broke, don’t fix it.”

At Abbott Laboratories, Allego Drives Higher Engagement

Allego

We encouraged them, using contests, to record some videos of themselves sharing the best-practice examples : ‘Here are the problems we face, and here’s how I solve them in my territory.’ As the old saying goes, “If it ain’t broke, don’t fix it.”

10 Sales Statistics You Should Know in 2019

Xactly

Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). Learn more in our Enterprise Guide to Sales Performance Management.

Stop Your Salespeople from Walking Out the Door

No More Cold Calling

Next, we gave them a phone, a list, and a desk and expected them to figure out how to build their territory fast enough and well enough so that they could make the kind of money we promised them. Enterprise Small BusinessGreat salespeople need more than a desk, a phone, and a computer.

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Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

As you think about social selling, you need to ask: Are marketers doing the referral building in a sales territory or with an individual rep’s social networks? Associations Enterprise Small Business Marketing sales tools selling Social MediaEveryone yelling, “Me, too!”

Reinvent Sales Training or Risk Wholesaler Irrelevance

Allego

Nor does one-size-fits-all training make sense for wholesalers who need to learn the unique cultures and investment philosophy of the advisors firms in their territory. The asset management industry’s ongoing evolution is creating significant change for distribution leaders.

Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization.

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. Let’s face it—companies periodically miss their sales targets.

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If Technology is Not the Answer to Solving Sales Problems, What Is?

Sales Benchmark Index

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. There was no Sales Territory Design in place. A new Territory Design was deployed based on World-Class metrics.

Hunters And Farmers…….Again

Partners in Excellence

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. A farmers territory may be defined as a set of accounts. There’s a round of discussions going on about Hunters and Farmers.

How to Capitalize on Sales Data as an Asset

Xactly

Register for part 2 of the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover opportunities to optimize enterprise sales performance and transform the entire organization by leveraging artificial intelligence (AI) and machine learning (ML).

Data 61

New Logos, Account Development, Hunting

Partners in Excellence

If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. Imagine a sales person looking at a different territory doing the same things.

Team Selling and Team Planning

Pipeliner

In the complex world of enterprise selling, though, pre-call planning has an even more critical and collaborative purpose. Enterprise accounts are marketplaces in and of themselves, creating unique selling challenges far beyond what’s faced with small and medium-sized businesses. Pre-call planning in enterprise selling involves much more than just the tasks often side-stepped by individual sales reps in smaller deals. Pre-call planning.

Why Technology Can't Solve Sales Problems All By Itself

Sales Benchmark Index

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. There was no Sales Territory Design in place. A new Territory Design was deployed based on World-Class metrics.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. 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.

What is Draw Against Commission in Sales?

Xactly

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.

7 Key Considerations For Setting Aggressive Yet Achievable Sales Targets

Costello

New territories or geographies. Of course, the most obvious place to start when setting sales targets for the upcoming year or quarter is to evaluate past performance of the entire sales organization, the team (SMB or enterprise), and the individual quota bearing sales rep.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). Exhibit B: Enterprise organizations have multiple similar job titles.

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5 Ingredients To Win In Sales

Score More Sales

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Don’t act like an enterprise company that is immovable. To win in sales you, and your company, need a recipe for success.

How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

If you hear something like, “grow 20% in Enterprise Accounts in the US”, decline. Territory. In order to make the number, we need to address these problems: The sales process was ineffective at cross selling in the Enterprise/Large segments.

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Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. It is an all-in-one connector of enterprise-class CRM-driven processes and the tools that people actually use day-by-day.

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