Incentives Prospecting Territories Travel 
SBI
FEBRUARY 7, 2019
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. So, I asked John to tell me more.
Xactly
JUNE 13, 2018
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. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.
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The Pipeline
AUGUST 27, 2019
If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Consider travel, time understanding the clients and market, generating leads, and more. They not only give away their time; they pay the prospect for the privilege of doing so. Buyers know that sellers will trade time for cash.
SBI Growth
JANUARY 5, 2014
Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe. SOCIAL PROSPECTING.
SBI Growth
OCTOBER 21, 2013
Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. 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.
Hubspot Sales
JANUARY 9, 2018
If you have territories, assign a sub-goal to each. Identify 100 potential prospects and assign tiger team to each. Travel costs. Do you have a budget for sales contests and incentives? Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority. Strategies and tactics.
Sales Hacker
APRIL 11, 2019
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. technology, travel, marketing, enablement, award money, etc.)
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