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.

4 Territory Management Mistakes That Hold You Back From Growth

Repsly

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

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

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? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

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.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. This approach to Agile Field Sales merges the benefits to reps and management. General Agile Sales Teams Mathew Brogie Salespod

How to Drive Retailer Compliance for Stronger Promotions and Sales

Repsly

In this post we show you how to identify compliance issues across your territory and turn red alert accounts into top performers. CPG Tools & Tech Service Industry Tools & Tech Field SalesWe don’t need to tell you how important it is to check in with your retailers to make sure everything is going according to plan.

Knock Knock, Who’s There? Augmented Reality in Door-to-Door Sales

Base CRM

At Base, we are always on the lookout for the latest and greatest trends and thinking about how they can be applied to sales. Oracle: At its Modern Customer Experience Conference, Oracle demonstrated how AR could be used in field service management to repair a slot machine. When applied to door-to-door sales specifically, AR has the potential to drive unprecedented productivity by allowing reps to interact in real-time with their territories.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

Sales Performance Management (SPM) has truly evolved over the last 10+ years from the days of having an on-premise solution that primarily automated the compensation calculation process with basic reporting, to a new dynamic frontier with extended capabilities.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

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3 Keys to Navigating Change Management in Sales

Sales Benchmark Index

How many changes do you have lined up for your sales organization to start 2013? Are you changing account or territory assignments ? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change.

Incentive Program FAQs

Sales and Marketing Management

Q: Why should I, as the sales manager, have a goal? Isn’t my objective to grow sales or meet the numbers handed down to me from senior leadership? A: The lens you have as a sales manager of the stack-ranking report is fogged by the fact that you’re no longer a top-performing sales rep.

The power of incentive programs lies in their structure

Sales and Marketing Management

Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales. based sales forces. For an outside route-sales-driver, that might be three to six weeks.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Very few had formal, repeated sales manager training programs.

Win Probability is the First Rule of Ultra-High Sales Performance – Guest Post

The Pipeline

Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Managing probability is how ultra-high performers play sales. There is not a one-size-fits-all solution for every sales situation.

Inside Sales Growth Beyond CRM

Velocify

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. CRM Sales Automation

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Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales?

The Ultimate Guide to Sales Coaching In 2019

Gong.io

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. VP Sales.

Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

Sales ops executives are charged with improving sales effectiveness and efficiency. Your goal is to best enable sales. Look across the spectrum of Sales Operations. Consider everything from strategy to territory design and all your work in-between.

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8 KPIs Every Sales Manager Should Measure in 2018

Hubspot Sales

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Instead, they rely heavily on their field representatives to be their eyes and ears. Sales Metrics

Expert Opinion: Capture Revenue with Strong Onboarding

Sales Benchmark Index

The Panel was brought together to gain the field’s perspective and validation. Without buy in from the field, no corporate driven initiative will succeed. The VP of Sales Operations was part of the decision-making team that brought us on board. This sales leader agrees.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure.

“Parasales” Reps – Sales eXchange 209

The Pipeline

Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not. Sales 2.0 Sales Process Tibor Shanto By Tibor Shanto – tibor.shanto@sellbetter.ca.

Hit the Road to Improve the Stick-Rate of Your Initiatives

Sales Benchmark Index

Delivering initiatives that make a difference in the field is what matters. You and your sales ops team work hard to deliver for sales. Today’s post is about making your work stick by getting out into the field. Download the Sales Ops Field Kit Here.

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Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. Enter the realm of account management/territory. We have inside/outside/partner/channel sales people. Recently.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Pointclear

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

This post is for Small Company CSOs and VPs of Sales. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company.

One Chart to Compel the CSO to Implement Your Sales Strategy

Sales Benchmark Index

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan.

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!)

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

To win at sales, you need the right tools. Sale calculator. Canvassing and door-to-door sales apps. RELATED: The 40 Best Slack Integrations and Apps for Sales & Marketing Productivity. RELATED: Your Sales Appointment Scheduling Process is Hijacking Productivity.

Tips for Communicating Effectively with Sales Teams

Sales and Marketing Management

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams.

The 13 Least Known Sales Technologies

Velocify

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

Medical device sales success – an urgent need to do something different

Sales Training Connection

Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. Sales training for KAMs is not just more of the same.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. Some Sales 2.0

5 Key Steps for Building an Effective Sales Academy [Infographic]

Hubspot Sales

After all, you can't go back to graduate school to get a master's degree in sales, and if you work in an industry that evolves rapidly, traditional education might not be particularly useful for you. We collected responses from more than 300 sales professionals.

How To Manage A Sales Team: 12 Expert Tips For Success

Sales Hacker

If you want to learn how to manage a sales team, you’ve come to the right place. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening.