Save a Sinking Sales Territory in Exactly 400 Words

Sales Benchmark Index

Exact 209

4 Territory Management Mistakes That Hold You Back From Growth


When it comes to territory management, many managers do not realize what they are doing wrong and how to improve. If sales are lagging or your reps are falling short of their duties, it can often be difficult to identify exactly what the source of the problem is. In order to identify your problem areas, we’ve listed out five common mistakes territory managers make, and what you can do to improve your territory management strategy. Territory Management Field Sales

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Dan – Great article and defining the word helped people to understand exactly where you were going. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search.

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. If you are reading carefully, you’ll recognize the hunters and farmers are doing the exact same thing. 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.

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. everyone gets exactly the data they need.

6 Steps to Setting Strategic Sales Goals

Alice Heiman

Once you know the goal, figure out where exactly to focus. . How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? .

Don’t Just Do Something – Sit There!

The Pipeline

An overall corporate sales strategy, territory and account strategies, and then a strategy for every encounter with a laser focus on logical next steps. As such, a key feature of a process, is not in telling you exactly what to do in each circumstance.

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

Sales Benchmark Index

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. The sales organization is into the final run for the year.

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Where exactly are these greatest potential customers and prospects? Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential? Exactly which prospects have the best opportunity to buy from you?

What’s Different About Account Based Marketing/Selling?

Partners in Excellence

In reality, an account is just a different form of territory. Some territories may be organized by geography (for instance a city or set of postal/zip codes), an industry segment (for example insurance, commercial banking, etc), a named list of companies, or a single company. The job of the sales person is to maximize their share of territory-however that territory might be defined. We both prospected to get new business within our “territories.”

More Accurate Sales Capacity Plans Require a Data-Driven Approach


Your team needs to be able to set and customize hiring profiles across territories to identify the resources you need. It’s important to understand exactly how to use your sales performance data effectively. Let’s face it—companies periodically miss their sales targets.

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Q&A with Xactly: The Changing Landscape in Sales Performance Management


And then when they see data that shows them the exact opposite is actually true—that can be a little scary. Elizabeth: I think another key area where data is really rich and really valuable is in territory planning. And I am doing poorly because my territory is terrible.”

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. If you sell software that measures marketing metrics, this is exactly the kind of insider knowledge you’re looking for.

How to Ace the Project Your Sales Team Isn't Qualified To Do

Sales Benchmark Index

Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. Do you really want to have this exact same conversation with the CEO next year?

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The Rise of the Agile Performance Review

Sales Benchmark Index

Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. But they are exactly the professional development your sales team needs. The traditional annual review process is a waste of time.

From Offline to Online to Inline Learning

Sales and Marketing Management

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Inline training is about getting your reps the messaging and skills they need, exactly when they need them. Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

The book features: Groundbreaking research on exactly what B2B buyers want from sellers. . If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. .

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of cold voicemails. Sara was a territory sales rep who did not have the authority to make a decision on our product.

How to Onboard, Pay, and Retain an All-Star Sales Team


He’s got a lot to learn, and you’re just not sure if he’s on track—or when exactly you can expect him at peak performance. He may have a tough territory to work in, or he could be a poor hire. If you manage a sales team, you’ve probably seen your fair share of sales reps.

How to Sell Smarter than Automated Communication and Artificial Intelligence

John Barrows

When I see a piece of content that marketing sends to the masses, whether it’s a newsletter or a webinar invite, I find the 5 to 10 clients in my territory who I want to stay top of mind with and who could get value out of that piece of content. Cars can drive themselves.

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Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. This kind of story doesn''t happen every day.

Social Sales Trends and How To Capitalize On Them, with Rand Fishkin, Episode #83


Salespeople Are CEOs of Their Own Territory and Accounts. Here’s what I mean: Just like Rand had to take charge of the growth and direction of his company, sales professionals have to do the exact same thing in relation to their sales territory and accounts.

A SMALL Price Decrease Is A BIG Deal

MTD Sales Training

So, Steve, we are looking at £200 per territory for three territories or £600 per month. The price is exactly what we are trying to reduce, Steve. I’ll give you 25% for three territory sales that I know I will make.

Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

Sales and Marketing Management

Author: Mark Galloway, President/Partner at OppSource If you’re a salesperson, you know exactly what the “Amazon Effect” is – and how it feels when a competitor sweeps in and steals your business. Inability to engage with prospects in their moments of interest – SDRs need a solution that automatically pushes new leads to the top of their prospecting queues, enabling them to engage prospects at the exact moment they express interest.

Sales Efficiency - Has Google Provided us with the Golden Egg?

Understanding the Sales Force

If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Click on the days in the calendar to see exactly where you traveled and when you traveled on that day. You must be able to find exactly what you need, when you need it.

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Top 10 Problems with Channel Sales - Don't be Held Hostage

Understanding the Sales Force

Channel management is much more challenging and most companies using channels lack the necessary awareness to determine exactly why their channel isn''t moving more of their stuff!

The “Real Cost” Of A Salesperson

Partners in Excellence

Customers don’t stop buying just because you might have an open position or open territory. Instead, I see exactly the opposite behaviors. What would you think of a front line manufacturing manager failing to address problems that consistently cost millions of dollars in scrap and rework (not to mention customer sat problems because of missed deliveries)? Or an engineering manager that missed product launches that caused millions in lost revenue?

How to Scare Your Top Sales Reps

Sales Benchmark Index

Our territories? Almost the exact opposite of number 1. It never fails. In nearly every client we hear about the emails and calls. Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on.

How To 314

Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. Finally, we were able to remove the impact of territories, product lines, and competition. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day.

How to Become a VP of Sales by the Time You’re 30

Sales Hacker

I can tell you exactly how to do it, because I’ve lived this journey myself. I joined the ranks of Prime Point Media in 2006 selling national accounts, and by 2008 I had built the entire Midwest territory. Have you ever wondered how to become a VP of Sales?

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

Compensation is not an exact science. Territory potential and/or Quota calculated incorrectly. It's a critical time of year for sales compensation. New plans were rolled out at the January kickoff.

From Offline to Online to Inline Learning

Corporate Visions

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Inline training is about getting your reps the messaging and skills they need, exactly when they need them.

6 Tips For Millennial-Friendly Email Marketing Campaigns

Connext Digital

You just need to know exactly how to go about it. You can take it too far, of course, veering into “trying too hard” territory and coming across as a stoic adult who desperately wants to be cool — but that shouldn’t happen if you stay relaxed.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. If you have territories, assign a sub-goal to each. What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

We know one company where management felt their reps could have 100 named accounts at a time – but they gave each one 150 accounts so the reps wouldn’t feel like their territories were too small.

Sales Tech Simplified: How to Find ‘Selling Nuggets’ Through Relevant Insights

Smart Selling Tools

Analyze territories and assign to reps. Some of the challenges we solve include: Giving access to real-time sales data and making it easy to see exactly what’s going on. In this series, we ask tech executives to describe the why and how of their solution.

How To 137

How to Turn Sales Pilots into Smokin' Deals

Hubspot Sales

Unclear ROI: If the customer has expressed interest but is unsure about the exact benefit the offering will provide (common with newer products and markets). Once you meet the criteria above, you’re in good territory positioning your offer as a pilot.

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4 Ways to Hack Your Growth With AI

Sales and Marketing Management

Creating a mutually beneficial, collaborative environment for these teams is challenging and for more than half of marketers the biggest barrier is understanding who exactly their target audience is. Self-service AI-assisted sales and marketing platforms take on the tedious and time-consuming data-intensive tasks including total addressable market (TAM) analysis and territory planning, daily prospecting and sales intelligence.

How To Effectively Onboard New SDR Hires


This is exactly what happens in companies without a process in place. If field-based, then each salesperson might be responsible for different geographic territories. We want to teach new BDR hires exactly that.

How GDPR will affect sales teams (Q&A webinar)

Chas mentioned a ton of helpful resources during the webinar where you can go to learn more about the specifics of GDPR, read up on the actual verbiage as it pertains to your business, and determine exactly how the new regulations will apply to your own unique situations.