Drive Double-Digit Revenue Growth by Interlocking Compensation Design & Territory Alignment

Sales Benchmark Index

Article Sales Strategy 2018 2019 benchmark best practice broken christmas comp compensation plan concerned december design principles Gartner industry John Marcsisin market market practice methodology misaligned territories org organization organizations plans productivity quota setting sales sales rep sales reps territory design wondered worried yearIt’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers.

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.

TAM – The First Step Every Territory Sales Rep Must Take


There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Your responsibility is to guide and coach every rep – how can you be making business plans in a territory without fully understanding what the total addressable market is in a region?

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.

7 Must-Have Automated Documents for Sales Success

This guide will highlight seven documents all organizations--regardless of industry, vertical, or locations--should consider automating to: • eliminate time-consuming and error-prone manual data entry • increase team efficiency, improve performance without requiring additional.

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

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.

5 Benefits of Territory Mapping Software


Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

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. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

How to Optimize Inside Sales Territories

Sales Benchmark Index

Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. To effectively design territories it is critical to identify the potential value of each target customer in the marketplace. This will enable you to design territories where each sales representative has room to sell.

Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Growing up, my father was a career sales person that seemed to cover a broad array of industries and products. Territory Definition and Modeling.

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. .

Please Stop Telling Me Comp is the Problem

Sales Benchmark Index

Article Corporate Strategy Sales Strategy compensation cross-sell geographic hunter/farmer hybrid industry specialist make your number product specialist role specialist sales comp sales leader sales leaders sales org stratification symptom or root cause territory design

The dawn of the Fourth Industrial Revolution


According to industry and economic pundits, we are currently living through the dawn of the Fourth Industrial Revolution. The First Industrial Revolution brought about the transition from mostly agrarian and rural societies to industrial and urban. Water and steam power were the centerpoint of the First Industrial Revolution and powered the advent of modern mass manufacturing techniques. And now we’re about to experience the Fourth Industrial Revolution.

What Does ZoomInfo’s Acquisition of Datanyze Signal to the Sales Industry?

Sales Hacker

Beyond the obvious though, this is an important acquisition which signals and reinforces other trends for the sales industry: RELATED: Artificial Intelligence: The Sales Renaissance is Here. Sales therefore cedes some of its selling territory to marketing.

How Smart Lunches Cut Costs by 30% While Growing Their Team


Accountability Territory Management Service Industry Tools & TechSmart Lunches’ mantra is: “Right lunch, right kid, right time. But before Repsly,” says the company’s Manager of Delivery Operations, Matt Ellis, “we were one step away from crossing our fingers and hoping.”. For Smart Lunches, everything depends on execution. The Boston-based company delivers more than 5,000 healthy lunches to schools along the East Coast in just a four-hour window.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

For companies in your target market, it’s firmographic data: Industry. If a prospect is not in a decision-making role, or if a company is in the wrong industry or has a tech stack that doesn’t compliment your offering – the sale will never happen.

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

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. We help identify all the companies that comprise the TAM with a breakdown by geographic area, size, industry, etc.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. Industry, company size, location: Is the company in an industry that you’ve had success with before?

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

When paired with a target account list or territory, Intent Data shows organizations who is most ready to buy – and who they should reach out to now. That’s a whole different challenge – and that’s where we think 2019 is going to drive our industry. “Big data” is very 2012.

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Focus on these 3 areas for your Happy New Year Strategy

Babette Ten Haken

In my keynotes and workshops on workforce profitability for business growth , I tell the story of a regional VP of Sales who recruited me to move into a new territory, in a new state. A Happy New Year Strategy keeps your own professional development front and center throughout the year.

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What makes a stellar B2B sales person?

Artesian Solutions

To get to the heart of the issue we thought it best to take inspiration from those in the know, and who better to give us the low down on what makes a stellar sales person than 2018’s BESMA Sales Professional of the Year – Andrew Jenkins , Territory Account Executive at Autodesk.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. I have helped companies in Africa, the Middle East – literally all over the world – use extreme behavior to blow away the competition and become the high performers in their industry.

Cold Voicemails Work … Just Not How You Expected

DiscoverOrg Sales

I can scarcely remember the last time I received a callback after leaving a voicemail, and I am fairly confident that most other SDR’s in my industry would say something similar. Sara was a territory sales rep who did not have the authority to make a decision on our product.

How to Drive Retailer Compliance for Stronger Promotions and Sales


In this post we show you how to identify compliance issues across your territory and turn red alert accounts into top performers. CPG Tools & Tech Service Industry Tools & Tech Field SalesWe don’t need to tell you how important it is to check in with your retailers to make sure everything is going according to plan.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

You know Round Industries uses round widgets in the manufacturing of their product. The SVP of Product at Round Industries provided her phone number and email address when she called to request more information. And you recently saw a news article stating that Round Industries is expanding their production capabilities. For example, I subscribe to a community on Facebook focused on the startup industry in Portland, Oregon.

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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.

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

Smart Selling Tools

It’s equal parts party, celebration, inspiration, philanthrophy and industry trade-show. Companies of all sizes, in any industry, can use Fantasy Sales Team on any CRM. That’s me with Sassy.

Already Think Your 2018 Quota is Mission Impossible?

Sales Benchmark Index

Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. When setting a yearly quota, all too often leadership defers to a top-down approach. Reps get overwhelmed and nothing gets achieved. Here is what.

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How to survive a new sales gig

Sales 2.0

You get to “take charge” of a new “greenfield” territory for your company? There’s a whole new part of the country (or new industry) that no other rep is covering. So, if you’re in a new sales job, or if you’ve been assigned a new territory, what should you do?

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10 Sales Statistics You Should Know in 2019


Industry and planning-specific statistics also help guide sales planning and incentive compensation. You’ll find, these statistics tell a story about the sales industry: how it’s changing, what kinds of best practices exist, and where the challenges lie.

A map that might save your sales job

Sales 2.0

Congrats you have a brand-new “greenfield” sales territory! My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you.

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.

The 4 Most Common Sales Org Structure [+ Pros/Cons]

Hubspot Sales

For example, a rep used to selling to a given region might flounder when asked to concentrate on just one industry nationwide. If each of your company's products require deep and specific technical knowledge, it might not make sense to have reps sell all products by territory.

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

Sales and Marketing Management

As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results. Great managers don’t accept existing territories as unchangeable. are required for each territory?

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. . First and foremost you need the right amount of sales reps to cover territories and close deals. Sales Territory Mapping and Design.

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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.

Which Sales Rep do you Hire?

Steven Rosen

If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy.

How to Setup a Commission Plan in Six Steps


Industry pay levels: Competitive commission structures are key to attracting and retaining top sales talent. Benchmarking against industry pay data helps ensure your compensation plan is competitive and will motivate reps effectively.