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.

Sales Reps Love Their CRM!

Smart Selling Tools

Selling is similar to dating, except every encounter with a customer or prospect is like a first date. Look at all of your sales processes: Territory & quota planning. Incentive compensation management. Sales reps love their CRM.

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Are You Using Your Sales Performance Data Effectively?


This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . This ultimately helps discover where deals are lost most frequently and understand how you can move prospects through sales funnel quicker.

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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.

5 Ways that Sales Can Engage with Prospects without Blind Calling

Cincom Smart Selling

Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. Engaging Prospects. As a consequence, sales folks are expected to deliver value to prospects from the beginning.

The Sales Manager New Year’s Resolution: 3 Do’s & 3 Don'ts

Sales Benchmark Index

A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe. Here’s a blog post that covers the best practices of how to prioritize the prospect universe.

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Culture at another firm required Sales Reps to do their own prospecting and sales. The IC plan was changed to diminish Rep prospecting.

Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)

Sales Hacker

If your sales quotas are already adjusted based on territory opportunity, experience, or previous sales results, then all you have to do is make qualification a percentage of quota. RELATED: 7 Steps to a Creative Sales Contest Even Your Prospects Will Love.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? A majority of reps focused on margin, and gave up prospecting for new accounts.

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The only kick-ass guide to sales operations you'll ever need


This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. For example, here's a sales process we recommend for companies looking to scale: Prospecting. In the past, sales reps had geographic territories.

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

Know what to Include in a Sales Incentive Plan. This is how the sales compensation plan should work for reps in a prospecting role. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay.

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Why are reps not being taught how to generate demand in the new prospects? Your Sales Strategy. It is one thing to have a sales strategy.

An S.O.S. From Sales Ops to Company Leadership

Sales Benchmark Index

Territories and quotas that maximize output. Link some incentive to making the revenue goal. Conducting predictive analysis to find better prospects. Listen up Chief Sales Officer. Take note CEO, marketing leader and CIO.

How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips)

Sales Hacker

Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it.

007Sales 3.0: The End of TheRoad for TheAutonomous SalesRep

Smart Selling Tools

One enticing benefit (or incentive) of the sales profession is the freedom and independence it offers. actually means, the most basic definition is, “to usetechnologies like the ‘social web’ to discover and engage with prospects in a new way.”

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Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

Formulation of Incentives Program. Sales Territory Assignment and Growth Forecasting. Implementation of Recommended Compensation and Incentives Program. Allocation of Accounts and Sales Territories. Territory design. Implement compensation and incentives program.

7 Tips for Retaining Your Best Salesperson


Most salespeople are driven by financial incentives. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Offer non-monetary incentives as well. If your budget is tight, consider offering other incentives such as bonus PTO, free gym memberships or public transit passes. Yes, salespeople should be spending some of their time prospecting, however, marketing and sales are and should be two different departments.

Replacing The Sales Funnel With The Sales Flywheel

Partners in Excellence

We have to attract and engage prospects/customers, we have to help them buy, we have to support them and assure they create value, we have to grow our share of customer and territory. Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel.

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How Engaged Accounts Can be Known and Then Treated More Effectively

Smart Selling Tools

By this, I mean things like if your KPIs or incentives are driving the wrong behavior, you need to adjust them. Look for better insights into prospects and clients together with ways to leverage them that are exceptionally easy to adopt.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. You’d like to see an increase in sales with this huge decrease in prospecting time. of Your Reps Receiving Incentive Compensation. %

The 13 Least Known Sales Technologies


4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. 6) Incentives and Commissions. Sales enablement software simplifies the process of connecting prospects with relevant content.

The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Determine Additional Incentives (With Caution). You should really pick one metric like revenue vs trying to incentive multiple high level metrics. Have a cool new incentive to test?

Overcoming “Failure to Impact” Syndrome

Steven Rosen

This year was tough; next year’s sales prospects look even tougher. Create a better incentive plan. Do they actually make a difference in the sales in their territory? Your boss comes to you and says how can you sustain the sales force? What can you do?

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10 Best Practices for Enterprise Sales Team Management


Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning.

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

You can over-complicate matters and end up with under-performing reps or territories. When a salesperson reads too much into what a prospect does or says. For instance, it’s quite possible that it’s not the prospect’s intent to ignore your email. Think outside the box.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition.

How to Get Salespeople to Sell into a New Market

The Brooks Group

When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. . Using Incentives to Help Reward Salespeople.

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

You can over-complicate matters and end up with under-performing reps or territories. When a salesperson reads too much into what a prospect does or says. For instance, it’s quite possible that it’s not the prospect’s intent to ignore your email. Think outside the box.

Don’t Just.

A Sales Guy

establish new territories. ” I hear more clients and prospects approach their problems with; “We just need to do create a new comp plan.” When we operate from the attitude of we’ll just create a new comp plan, we don’t document the desired outcomes of the comp plan and end up creating one that doesn’t incent the right behaviors. You can’t just. create a new comp plan and commission structure. hire a two new sales reps.

Whose Job Are You Doing?

Partners in Excellence

The sales person’s responsibility is to manage their territories, maximizing their share of business and growth in the territory, assuring they hit their goals. As such, they have to prospect, qualify, and manage deals through the sales process.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

If you have territories, assign a sub-goal to each. Identify 100 potential prospects and assign tiger team to each. Do you have a budget for sales contests and incentives? What’s a sales plan?

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Discover the exact content for each prospects’ needs without leaving Salesforce or their mobile device. That’s me with Sassy.

Five Surprising Benefits of Great Sales Talent And Why It’s Worth The Investment


Download "Designing Sales Compensation Plans" to learn best practices for building incentive plans that drive the right behaviors. Then, when you create the right mix of balanced territories , you can prepare to see your sales skyrocket.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

Lead Generation, Productivity, Prospecting. The platform’s Sales Navigator helps you pump your pipeline with new leads and build relationships with prospects. 6sense adds a data-driven layer to your sales cycle, unlocking and prioritizing new prospects across your pipeline.

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The Complete Sales Professional

Partners in Excellence

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

Putting You Money Where Your Mouth Is!

Partners in Excellence

The team established quotas for themselves based on the value they were expected to create in each of their territories. Their compensation and incentives were all aligned around that value creation.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

And sales leaders use these metrics to track progress toward goals, make decisions and plans, adjust compensation, award bonuses and incentives, and identify issues before they become large problems. This dashboard gives insight into which territories are selling the most of each product type.

7 skills you’ll need to become a sales manager


While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Prospecting and partnerships.

Rio Olympic Games – The Road to Gold


For a typical sales team, generating leads, developing territories, and closing deals are the foundational behaviors of success. These sales reps must know what content they have available to them and how that content would help solve the prospect’s problem. These knowledge-focused reps pre-emptively contact prospects with a solution before prospects recognize their need for one. Incent to Drive Success.