How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Why is sales territory planning important? 3 steps to build a laser-focused sales territory plan.

The Key to Sales Territory Mapping


In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory.

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. How about Territory Analyst Manager?

How to Strengthen Sales Territory Planning with Data Intelligence


Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Sales Planning Sales Territories

7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. Dynamic formatting, such as grouping products by product family, may require. templates can be grouped into simpler automated templates, cleaning up your template library and. RAIN Group. Institute, RAIN Group. )

6 Territory Management Questions for Smarter Field Management


A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method. In this post we’ll tackle the big questions brands struggle with as they create a territory management plan that suits their timeline and aligns with their bigger picture goals, like the size of the retailers they’re hoping to expand into. CPG Tools & Tech Territory Management Field Marketing

What Should You Do When You or Your Company is Disliked in Sales?

Understanding the Sales Force

For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! If you are in territory sales, is there a competitor salesperson gunning for you? I know. Everyone loves you.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. I’m a partner with the Brevet Group which is a program sponsor for Sales Enablement Radio. The sponsor for this program is the Brevet Group.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. Home About The Pipeline. Contest. Free Resources. Search.

ACT 253

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

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. Join the Renbor Sales Solutions LinkedIn Group. Home About The Pipeline. Contest.

The Pipeline ? Opposite ? Different -Or?

The Pipeline

Whenever you ask a group of sales people what they would like to learn to do better, they always have “differentiate” near or at the top of the list. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. Home About The Pipeline. Contest. Free Resources.

The Pipeline ? What Did You Start?

The Pipeline

I was working with a group of sales managers earlier this week, including observing some pipeline reviews. What struck me was something a former manager of mine did, that I started doing, and that I realized this group would also benefit from. Territory Alignment.

Improving the Sales Organization’s Change Readiness


As we know, SPM is a ‘broad church’ spanning talent acquisition and development, sales process, Territory and Quota Management (TQM) and incentive compensation design and management. TQM – High modeling capability to deliver new territory alignment and quotas.

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.

ROI 52

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

Though the frontline sales manager is often overlooked in efforts to improve sales effectiveness, this group is the key to improving nearly every aspect of sales team performance and driving significant revenue growth. They constantly reassess sales territories to optimize results.

How to Fix a Sales Forecast Killer


Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories.

Guest Post: Why Sales Coaching Is Just The Other Part Of Your Sales Force Enablement Framework

Jonathan Farrington

The coaching map is designed with different check lists and principles to cover different areas of sales management, such as: account and territory management, opportunity management, pipeline management and call/cadence planning.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

How To Keep Generating Fresh Leads

MTD Sales Training

Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these. ” Based on geography and the number of your accounts and prospects, you may divide your territory by area post code, by customer type , or by product…as long as you’re divvying it up in a logical way.

Leads 120

The Value of Cross Referrals – Sales eXchange 158

The Pipeline

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. They are able to stay focused on their territory, while earning some incentive for asking one extra question.

11 Sales Compensation Complaints to Address Before Next Year

Sales Benchmark Index

While planning and before rollout of the new plan, explain it to a pilot group of reps and SMs. Then, take a survey or do some interviews of this group to see what kinds of complaints or concerns they may have. Territory design and account assignments could also be a cause.

Quota Attainment, Morale, and Sales Culture

The Bridge Group

He compared two groups with equal average quota attainment and equal group performance. As someone who's built a tool for visualizing group performance , I love this topic and wanted to share a few thoughts of my own. If your group has two equal sized “humps” you have a problem.

Quota 53

Which Thoughts Affect How Successful You Will be in Sales?

Understanding the Sales Force

As a matter of fact, when Objective Management Group (OMG) measures this, only 45% of the sales population have 80% or more of the possible supportive sales beliefs and only 6% (elite territory) have better than 87% of the possible supportive sales beliefs!

HR Saves Sales From the End of the World

Sales Benchmark Index

Q1 of 2013 is a busy time to refill empty Sales territories. Groups – Your Sales employee is a member of multiple groups. First, look for groups that relate to the position you’re filling. Then, go to that group (join it if you must) and look for “Top Influencers.”

Hunters In Major Accounts?

Partners in Excellence

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory.

Demand Capture vs. Demand Creation

The Pipeline

“Lower Hanging Fruit” is great if you are a new rep to the company or territory, but in most instances sales professionals need to close more than ” Lower Hanging Fruit ” to meet or exceed quota.

6 Steps to Setting Strategic Sales Goals

Alice Heiman

How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? .

5 Tips for Designing Successful Sales Incentive Compensation Plans


Group, individual or relative incentives: Group- and team-based pay works well when sales reps are interdependent, but if sales reps operate independently, team-based pay can cause weaker reps to piggyback on star performers or exacerbate swings in pay.

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

Sales Benchmark Index

In our work, we encounter many great sales operations groups. Data Access / Availability: Does your group have access the right data to make good decisions? Don’t do a territory redesign project without knowing exactly who you’re targeting.

CRM’s Big Blind Spot: Measuring Sales Managers

Sales and Marketing Management

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things?

CRM 219

Do You Really Have the Best Sales Team Possible?

Sales Benchmark Index

I’d suggest taking some time and splitting them into two groups. The first group is ‘B’ players that can become ‘A’ players in 18 months. The second group is ‘B’ players who cannot. Are they in the right territories? 5) Reallocate the C player territory to your A players.

Bubble in the Funnel


At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’

Funnel 164

Becoming a Master Networker – Series Intro

Adaptive Business Services

Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals. My first experience with professional networking actually happened in the early 90’s when I investigated a national networking group’s local opportunity.

Too Much Drama per Dollar

The Pipeline

Whether it is a discussion on quota, territory, or the state of an account, these are all excellent indicators of where a rep is will to invest their skills and time, and more importantly, your time and resources. The group will explore all elements of success in B2B sales. By Tibor Shanto. Professional who excel understand that there is more to that success than just core skills.

ACT 170

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

months in which a territory is being underserved. Furthermore, after a territory remains vacant for a while, it can “go fallow” and allow competitors to step in to fill the gaps – leading to further underperformance. To learn more about the hiring practices of your peers and how you can accelerate sales transformation by implementing an integrated talent strategy, download the 2018 Sales Talent Study by CSO Insights, the research division of Miller Heiman Group.

Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. By Tibor Shanto –

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. UnitedHealth Group.

Choosing the Sales Start-Up Mentality!

The Pipeline

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. One group, focuses on the former (without ever trying to put it into practice). By Tibor Shanto -