How to Take Over a New Sales Territory

Sales Benchmark Index

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory

Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues.

Territory Alignment: The Right Resources in the Right Place

Sales Benchmark Index

Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. To follow along, download our 10th annual workbook, How to Make Your Number in 2017.

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

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Want to Build a Sales Engine?

How to Create a Sales Territory Plan: 7 Best Practices You Need to Know


Sales territory planning can be a complicated process for any business. Here are 7 best practices to build a strategic, data-driven sales territory plan. Sales Planning Territory Design

Benefits of Territory Mapping Software


Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize.

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

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.

How to Optimize Sale Territories for a Strategic Advantage


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.

How to Strengthen Sales Territory Planning with Data Intelligence


As a result, organizations need data-driven insights to optimize their internal processes and maximize efficiency. The foundation of sales performance management (SPM) and key to business success rely heavily of efficient and effective sales planning. Using Data to Allocate Quotas.

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

How to Improve the Efficiency of the Sales Team

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics coverage efficiency forecasting accuracy pipeline management sales operations sales team territory design vice president of sales operations vp of sales ops win-loss analysis

How to Take Action on Your Territory Plan for a Successful Year Ahead


Often times, we try to embrace new methods of thinking and better ways of doing things – all with the intention of bigger and brighter things ahead. The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one.

The Territory Optimization Revolution


All companies are seeking the perfect combination of elements to deliver the highest salesforce effectiveness. A critical element that is relatively new is territory optimization and we will examine the case for this in this article. It comes back to bite you in the end.

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.

Teach Them How To Answer

The Pipeline

Whenever sales types get together to talk about how to improve their selling, high on the list is the importance of asking questions, good questions, and for good reason. Not to mention how it helps build confidence in the buyer.

How To 289

How to Avoid the Failures of Quota Setting

Sales Benchmark Index

Article Sales Strategy channel optimization comp compensation planning employee josh horstmann leader morale profits quota quota setting research research report sale sales sales leader sales leaders SalesForce SF success talent program territory design turnover

Quota 195

Get Sales Territories Spring Training Ready with This Online Assessment


Spring Training in professional baseball is seen as the promise of a new season and as an opportunity for players to set a game-winning tone for the year. So how does Spring Training tie back to sales territories? Are your sales territories playing at rookie or MVP level?

How to Spot, Develop and Retain Top Talent

Sales Benchmark Index

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. Who they are, where they are located and how they want to be served.

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.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

We will discuss a systematic approach to annual quota planning. Subsequently, this leads to smaller territories. What if they make a hasty decision and go to greener pastures? Reps are concerned they aren’t going to get a fair shake. Align quotas to potential.

Five Elements of an Effective Sales Territory Map


The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

How to Get The Most Out Of Your Sales Talent

Sales Benchmark Index

In all professions, talent is a key element to success. They have the needed competencies to succeed. Territory Design Sales Performance Management Talent Management Compensation This is most obvious in sports but can be said for all professions.

3 Reasons to Drop Manual Sales Territory Planning for Good


When it comes to sales performance management (SPM) functions, the difference between “nice to have” and “need to have” can seem difficult to determine. Yes, you do, but let me prove it to you. In fact, it happens to be the key driver in SPM ROI.

Weekly Roundup: How To Create a Sales Territory Plan + More

The Center for Sales Strategy

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. lead generation inbound marketing Sales Wrap-up sales playbook

How to survive a new sales gig

Sales 2.0

You get to “take charge” of a new “greenfield” territory for your company? Those suspects sure must be waiting to hear about your glorious products and services. So, if you’re in a new sales job, or if you’ve been assigned a new territory, what should you do?

How To 195

How to Retain Your Top Performers

Sales Benchmark Index

Your boss questions your ability to manage. Your team questions your ability to lead. How do you ensure you don’t lose your top performers? They need to believe you add value and that you’ll help them succeed. A-players want to clearly know how they gets paid.

How To 317

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

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We are constantly asked to demonstrate how they can improve efficiency and drive growth. Let’s take the scenario of a sales rep that loses a deal to a competitor.

How To 137

How To Love Your Sales Role

Score More Sales

This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you. You know that the profession of business-to-business selling is a real career – not something “in-between” until you go back to school, or get a more “respectable” position.

How To 301

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. Now your manager is in town to spend the next two days with you. How will you respond? The problem is they don’t know the details of your territory like you do. Want to know the answer to your manager’s question before he asks?

How to Control Sales Conversations


Many sales representatives only start to think about closing the deal later in the sales process. However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. When using the solution selling approach, the sales representative needs to be focused on value. In addition to uncovering the pain points, identify the prospect’s aspirations.

Inventory Clearance B2B Style

The Pipeline

In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential. Territory Plan Tibor Shanto

B2B 251

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. How did he do it? Read it: How to Time Your Sales Outreach with Opportunity Data.

How to Scare Your Top Sales Reps

Sales Benchmark Index

Strong communications are the key - e nlist the HR Business Partner early to manage the change. It has samples of communications to use in various situations related to Sales improvement. Sales or Marketing leadership thinks there’s a problem and decides to fix it.

How To 314

How to Fix a Sales Forecast Killer


It’s been irritating, surprising and very difficult to over-come.”. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. And all these circumstances are just normal, but he was too new to know it. Discounts weren’t uncommon to close business.

Job Hunting? How to Interview Your Interviewer

Keith Rosen

When preparing for your next interview, it’s one thing to get your resume and yourself in order, along with intelligent responses to the questions that you’ll be asked during the interview process. We discuss hygiene and the appropriate attire to wear during the interview.

How To 132

How to Sell Smarter than Automated Communication and Artificial Intelligence

John Barrows

For years, we’ve needed a human element to get where we want to go, to build connections with people, and to communicate with others, and everywhere you look, that human element is becoming more and more irrelevant. I didn’t talk to a single sales rep.

How To 201

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions.

How To Keep Generating Fresh Leads

MTD Sales Training

So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? 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. The question is, “How are you going to manage your time to make the most of it?”

Leads 120