Field Sales Sales Management Territories Trends 
Pointclear
JULY 17, 2013
To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?
SBI Growth
MARCH 19, 2013
Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. Reps and managers need training on how to leverage its capabilities. SFA Socialization – Reps need to be able to share best practices across territories, branches and regions.
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SBI Growth
JANUARY 27, 2013
Some complaints we’ve heard from Sales organizations: Forced to fill out old employee review forms on paper. Can’t promote a sales manager to a director. What greater alignment is needed between Sales and Marketing? How should we structure for a multi-national/multi-cultural sales force? Call To Action.
Velocify
JUNE 28, 2017
Percentage of participants who were unfamiliar with each type of sales technology. 1) Sales Gamification. Sales gamification software leverages game mechanics to incentivize rep performance. Buyer and company intelligence tools provide sales professionals the insight needed to get the conversation going.
Sales Hacker
FEBRUARY 16, 2021
She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.
Sales Hacker
NOVEMBER 24, 2020
Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.
Pipeliner
OCTOBER 6, 2018
For simplicity and those new to the concept, ABM is simply going after targeted “Named” lists of executives, companies, and territories vs. spray and pray? Please comment if you see this trend as more nuanced than this. This is a new spin on a timeless classic. Wait and see!
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