The Criticality of SPM Technology


While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

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The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. “Big data” is very 2012. But big data has historically referred to gobs of behavioral data.

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Enhance Sales Momentum


Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc. There are several types of territory changes: Changes at mid-year, taking on part of a neighboring area, are difficult to implement.

Five Essential Strategies for Setting Aggressive but Attainable Sales Targets

Miller Heiman Group

For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. knowing that a new regulation is going to impact a particular seller’s territory). Engaging them in the process may reveal insights about their accounts or territory that uncover fewer opportunities to drive desired growth, such as consolidation or some other factors which can impact revenue potential.

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

Sales Benchmark Index

This work also includes data governance and process flows. 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 Downside of Experience

The Pipeline

Taken to the extreme, especially in unionized environments, you end up with seniority being a synonym for experience, and an increase in struggling businesses that are experienced, but out of touch, and out of business, or owned by the government, how is that Chevy?

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

Geography – territories are designed by zip code. Make the # by: Building territories around rep proximity. Industry Vertical – reps are organized by specific industry types (government, pharmaceutical, tech, etc.).

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

This could include data from relevant industry organizations, government economic indicators and various inflationary measures for different geographies. This is unexplored territory?—?and

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.”

Corporate Gift Giving: A Beginner’s Guide


Whether you’re in charge of choosing the company gift or just looking for a way to thank your team, corporate gift giving is tricky territory. In many industries, gift giving is governed by a very specific set of compliance laws. Gifts to government officials.


HeavyHitter Sales

Closely related to Sales Linguistics, is the accelerated trend of sales force language specialization based upon the following strategies:          Industry verticalization focus (finance, government, retail, etc.)

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A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. Sales in the pharmaceutical industry has been a rigid and consistent business.

3 Tips to Keep Pushing for More in 2019

Grant Cardone

If there is ever a shortage of money the government will just print more of it, so it’s not a matter of not being able to create a dollar, it’s a matter of being able to find who has your money. It’s not enough to invade a territory you must be able to keep it.

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

Since the sales organization is fully staffed and the territory coverage model is complete, the challenge is where to find the additional revenue to meet the growing annual target. Since territories have been split numerous times, the answer revolves around specialization.

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.

Sole Proprietorship 101: The Easy Guide to Setting One Up

Hubspot Sales

Most commonly, you’ll be required to publish the name you’ll be doing business under publicly -- and then provide proof of publication to your local government. But be careful not to step into “ hobby business ” territory with the IRS. Sole Proprietorship Definition.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. Just like any common pharmaceutical sales compensation plan, sales forces are compensated for educating their territory of physicians and gaining market share through filled and re-filled prescriptions. Sales in the pharmaceutical industry has been a rigid and consistent business.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales


This strikes me as an issue of convention and territoriality over talent and profit maximization. It may be easier and less risky than hiring more field reps, who tend to be more expensive to hire and more difficult to govern.). Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. You can reach him at

Dreamforce Scoop #4: This One’s a Biggie!

Smart Selling Tools

Their D-U-N-S number is the only company identification number recognized by the federal government. Those requirements might include list building, list cleaning, data appends, territory and account planning, and prospecting. Tomorrow, Salesforce is announcing a collaboration with Dun & Bradstreet that will marry Jigsaw’s vast contact database with the strength of D&B’s massive company database.

Business development in major accounts

Sales Training Connection

Major accounts are not just big little accounts – they’re fundamentally different than territorial accounts. From the customers’ perspective market demands, competition, and government regulations are continuously shifting. Business development in major accounts.

Why Sales Quota Must be Perceived as Achievable

A Sales Guy

Territory. Government Mandates, Legislation etc. Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. This post is going to tackle perception. The perception of achievability. RULE 1: Quota MUST BE perceived as attainable. RULE 2: See rule one. It’s that simple. When quotas are not perceived as achievable, sales people just give up and don’t even try.

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Stop Doing Stupid Sh*t: 18 Outdated Sales Tactics to Abandon in 2018

Hubspot Sales

Junior reps started in inside sales, and as you moved up through the ranks you were given your own outside territory and sent out on face-to-face sales calls. There are two laws that govern modern business relationships: Everyone exists online, and your digital reputation is forever.

The Strategic Account Manager – How do you Compensate This Critical Role?


Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? Approach to Governance. The role of a salesperson is very clear: sell the company’s products or services to new and existing customers.

How to spot opportunities and risks faster: top sales triggers

Artesian Solutions

If they are launching a new product/service or entering a new market the company is venturing into uncharted territory, and this calls for different types of support and potentially new vendors. How to spot opportunities and risks faster – top sales triggers.

6 Signs You May Need to Rethink Your Sales Strategy

The Brooks Group

When you’re canvassing the sales territory, it can be difficult to resist the “see a bear, shoot a bear” strategy. New regulations and government policies that you may not have been able to predict can throw you off your course, as well.

The Secret to Building the Confidence of a Champion

Keith Rosen

With this promotion came a territory change as well as a new type of prospect. Need more confidence? Do you let your successes and failures determine your self-worth? Learn the secret to boosting your confidence permanently and never doubt yourself again.

Sales Acceleration on Demand: Outreach & DiscoverOrg

DiscoverOrg Sales

There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance practices designed to preserve data quality.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

Seek out government self-help offices, associations, consultants, internet sites, and libraries. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared.

The Pipeline ? Sales tips for your website

The Pipeline

Governments, private contractors and end users might not all think alike. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

62 Reasons You AREN’T Going to Make Quota this Year

A Sales Guy

Bitch you have a shitty territory . Some territories are better than others. Rather than bitch your territory isn’t as good as Mary’s or Fred’s, figure out a way to get more out of it. What their doing, how many leads they have, how big their pipeline is, their territory, the leads they get from marketing etc. Not build a governance plan. A good governance plan ensures you are ALWAYS in your customers face.

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