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.

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

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The Territory Optimization Revolution


A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. New Concepts Driving Greater Performance .

You’re Done with the Revenue Plan; What’s Next?

Sales Benchmark Index

“Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations. New tools make the process easier, however the resource allocation decisions.

Sales Incentive Optimization


The Journey to Sales Incentive Optimization. Territories have been arbitrarily changed and accounts reallocated so that Account Managers have to spend the first quarter getting to know new customers, so undermining their ability to hit target. Sales Incentive Design.

5 Steps to a Competitive Sales Incentive Plan


Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps.

When Is a 100 Day Plan Not the Right Next Step After the Deal Closes?

Sales Benchmark Index

The 100 day plan is a generally accepted strategy and process for long-term value creation. Purchasing companies comes with an expectation of a rate of return on a timeline. 5 primary 100 day program objectives are captured here in this.

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.

Optimal Incentive Compensation Plan Design for Successful Implementation


In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Then add onto that any charge backs or adjustments for territory changes.

Sales Incentives Aren't the Only Motivator. How One Company Got Rid of Them

Hubspot Sales

If set correctly, incentives can have a positive effect on your team's behavior. The reality is that most companies offer sales incentives — we at HubSpot do, too. There are a myriad of strategies to motivate your reps. Sometimes, no commission or incentive is the best motivator.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (CoreSite)


From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Customer Stories Incentive CompensationSales planning entails many important factors.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

For others, “secret sauce” designates less a specific concoction, but instead an approach to the craft – a body of experience and intuition that shapes a chef’s strategy for every dish they cook. In sales, we call this collection of approaches your go-to-market strategy.

Five Essential Strategies for Setting Aggressive but Attainable Sales Targets

Miller Heiman Group

Let’s explore five essential strategies for setting aggressive but attainable sales targets. 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). Engage the sales operations team to ensure appropriate alignment between territory assignments and compensation and incentive programs.

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The Criticality of SPM Technology


Sales Performance Management (SPM) solutions are a critical component of an organization’s core business, as it is the linkage between behavior and strategy. Ensure that incentive plan design is optimal to drive and reward the right behaviors based on roles (i.e.

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Guest blog: 10 Success Factors for Quotas Part 2


More specifically, territory opportunity will give you a good indication of what portion of the total goal should be allocated to each territory. This is the second in a two-part series of Ten Success Factors for Better Quotas. Click here for Part I. Move Beyond History.

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Improving the Sales Organization’s Change Readiness


Many companies underestimate the change challenge and respond only tactically with the emphasis being on a quick response to a challenge often seen through rushed amendments to the incentive plan or hiring new people. Meeting the Change Readiness Challenge.

What is the Best Commission Strategy to Motivate Sales Reps?


Variables in Sales Commission Strategies. As sales operations leaders also know, creating the right sales commission strategy can be a complex endeavor. Choosing the Right Sales Commission Strategy. Which Commission Strategy is Best?

Sales Performance Management 101 for Sales Leaders: Maximising Performance of Your Sales Team Using the Right Technology


Setting sales strategies, calculating accurate sales forecasts, driving the culture and engagement of the sales team, motivating sales professionals, attracting and retaining top sellers, hitting targets and KPIs sales leaders need to be able to combine vision, processes and people in an effective way to drive optimal sales performance. These activities include territory and target setting, forecasting, approving commissions and bonuses and query management.

Sales Compensation Plans Explained: The Ultimate Cheat Sheet (with Videos)


Choosing what sales compensation plans to implement, then, becomes an integral business strategy for sales and finance leaders. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project.

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? Their business strategy and objectives were clearly defined; however, they faced a number of challenges, including their ability to cover the market, resourcing, and “juggling” multiple products.

Your Quotas are Awful: How to Improve Sales Performance with Comp Plan Design


Really, the focus should be on how you can improve sales performance with well-designed incentive plans. ” VP Finance: “Reps want to earn incentives monthly so you need to have monthly quotas which are less accurate. and 3 times their target incentive.

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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. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. Constantly invent new sales or partner incentive programs.

Sales Performance Management: Not Your Parent’s Compensation Calculator


We have been ushered through the age of Incentive Compensation Management (ICM) being the buzzword 4 to 5 years ago into an age of where the focus is now on the performance. To learn more about our Strategy Services offering, schedule a meeting with one of our experts today.

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. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. Christopher Bowe, a CEO healthcare industry adviser, suggests the opioid overdose crisis that has impacted prescribers since the 90s may have been the result of a fractured incentive compensation system.

How One Company Integrates SDRs into their Account-Based Strategies

The Bridge Group

We all know account-based (ABx) strategies are hot. Next, Marketing committed to building a rock-solid content and enablement strategy. They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. This accounts for roughly 40% of their incentive compensation. This is over and above their target incentive number. Zignal knew: compensation must evolve alongside of strategy.

Why Automate Sales Compensation Management


The need to automate territory and quota management will be driven by the dependency of the incentive plan on more complex quota setting and territory alignment challenges. Jon Clark is the EMEA Strategy Services Director at OpenSymmetry and joined the team in 2009.

[Webinar wrap-up] 5 Keys to Accelerated Lead to Money


Lead to Money is the holistic strategy that your organization can take to reach those goals and achieve your definition of success. Incentive Comp: Develop incentive programs that drive behaviors and revenue that lead to more closed deals while reducing errors in payouts.

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What is a Strategic Sales Plan?


A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns. Territory design.

Finding the Right Sales Performance Management Vendor


This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes. Territory and Quota Management.

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. . Drive Strategy with Sales Performance Data. First and foremost you need the right amount of sales reps to cover territories and close deals.

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4 Sales Ops Lessons from the NFL

Sales Benchmark Index

Overall strategy, go-to-market model and product suite are essential. Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment?

10 Ways Data and Automation are Evolving Sales Planning


Although using automated performance management technology provides a great opportunity for companies to strengthen their sales strategy, there’s a catch. Design Fair, Balanced Territories. As mentioned above, territories have a huge impact on sales performance.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. Figure out what resources and strategies are required. The weak performer is allowed to stay in the territory.

How to Develop a Sales Compensation Plan (with Templates)


You need your incentives to drive the right sales behaviors in order to achieve sales objectives. But, before you even begin planning your compensation, you need to ensure your sales territories are aligned and balanced. Creating a Sales Incentive Compensation Plan.

Sales Managers Only Have One Real Goal!

Partners in Excellence

Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. It’s providing the right incentives.

How to Capitalize on Sales Data as an Asset


To achieve these business outcomes, it’s essential for enterprises to continue to invest in optimal SPM solutions, which use data as an asset to effectively plan territories, design attractive sales plans and accelerate attainment of sales goals. AI/ML Sales Performance Sales Strategy

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Lessons Learned for Sales and Finance Leaders in 2019


Watch the webinar "CXO Fireside Chat: 5 Ways Data Can Elevate Sales Performance Management in 2019" to hear how Xactly has transformed sales performance beyond incentive compensation a year into the process.

Sales Planning Fundamentals Part Three: Quota Planning


Consider the following from Accenture Strategy 1 : A quota that is 10% too low may result in 30 points of extra payouts. A quota that is 10% too high might translate into no incentive pay at all. Balancing Territories to Ensure Fair Quota Allocation.

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Is Your Compensation Program Missing the SPM Boat?


When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company. One often missed opportunity in the planning equation is optimizing territory planning.