The Territory Optimization Revolution

OpenSymmetry

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 .

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Attention CRO’s – Your #1 Priority in Next 30 Days for FY 2019

SalesforLife

There are endless “priorities” for the year, but only a few can highly influence sales objectives, and ultimately change your business outcomes. I see sales leaders spend time with compensation plans, territory models, new technology integrations, etc.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

Make sure that you align other sales performance management elements like account management, territories, quota, sales coaching and on-boarding to make sure there is no disconnect with plan design. Then add onto that any charge backs or adjustments for territory changes.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome.

Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

This can provide great insight into the adequacy of territory and account coverage. Sales Effectiveness decision influencers lead generation opportunity management sales leads Sales Process Sales Prospecting sales techniques solution selling

Vendor 125

007Sales 3.0: The End of TheRoad for TheAutonomous SalesRep

Smart Selling Tools

This can provide great insight into the adequacy of territory and account coverage. Sales Effectiveness decision influencers lead generation opportunity management sales leads Sales Process Sales Prospecting sales techniques solution selling

Vendor 103

4 Sales Ops Lessons from the NFL

Sales Benchmark Index

Many variables influence making your revenue goals. 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?

Enhance Sales Momentum

Pointclear

But then, someone outside the organization asks questions about things that could have had an influence on the organization’s forward momentum a few months before the slump. Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. There are several types of territory changes: Changes at mid-year, taking on part of a neighboring area, are difficult to implement. Momentum in sales and sports is a strange phenomenon.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

To challenge your beliefs, and be more open to optimism, think of yourself as a learner when you are new to a job or new to a territory, or have new products and services put on you to sell.

Win Probability is the First Rule of Ultra-High Sales Performance – Guest Post

The Pipeline

Every prospect, sales conversation, territory, company, and product is different and requires salespeople to adapt and adjust to those unique situations. Your ability to shape and influence win probabilities is the only reason you have a sales job.

In the Scramble for 2013 Sales Team Planning

Score More Sales

We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year).

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Get the help needed to influence those you can’t fully control. Within your sphere of influence, you can deliver results for sales leadership. Don’t do a territory redesign project without knowing exactly who you’re targeting.

Choose Activity Goals to Grow Sales

Score More Sales

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers who directly coach, influence and guide sales reps on a daily basis.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above).

Data 156

4 Steps to Increasing Sales Ops' Clout

Sales Benchmark Index

Even still, Sales Ops has significant influence in key decisions for this client. What differentiates those teams with influence from those without? Download our Sales Ops Clout Assessment to gauge how much influence you have.

How a Referral Plan Gave a Seller 2 Big Deals

Score More Sales

It is not enough in selling anymore to just show up and be effective at working a sales territory. Joe felt that the 20 people he listed were all movers and shakers – even some real industry experts and influencers.

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google.

Firing Your Sales Manager or Boss

Pipeliner

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory.

How To Love Your Sales Role

Score More Sales

It certainly lowers the quality of the work environment for those around you who ARE happily building their territories. Forget that excuse you’ve been hanging on to about your territory or that deal you lost (you never had) or that manager who doesn’t “get” you.

How To 294

A Short and Sweet Case for Enterprise SPM

Xactly

Along with the evolution of SPM, sales and finance teams are gaining more opportunity to take control and influence their sales processes and revenue outcomes. Fact #4: SPM can reduce territory planning time up to 75%.

5 Tips for Designing Successful Sales Incentive Compensation Plans

Xactly

While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. An understanding of each territory’s potential: Reps should be rewarded for their results, not the quality of the area in which they sell.

Why You Should Fire Your Sales Manager Or Boss

Tony Hughes

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory.

5 Ingredients To Win In Sales

Score More Sales

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Inside Sales Power Tip 124 – Self Management

Score More Sales

Think of yourself as an entrepreneur of your territory, or niche, or product line. You know the feeling when you have everything under control. Your on the top of the world. You also know that OTHER feeling, don’t you – when things feel like they are spiraling out of control.

HR Saves Sales From the End of the World

Sales Benchmark Index

Q1 of 2013 is a busy time to refill empty Sales territories. Then, go to that group (join it if you must) and look for “Top Influencers.” Call To Action Filling those empty sales territories quickly can be done.

Reaching Prospects

Score More Sales

If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

When you add compensation tied in part to a sales quota, a little healthy competition comes with the territory. Founders influence culture – but they don’t own it. Study after study cites culture as a real competitive advantage.

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google.

How Sales Leaders Balance the Love and Hate of Q4

Sales Benchmark Index

During this session you will receive input on 3 critical path items: Your Number — How you can influence receiving a fair number from your boss. Territory, leads, compensation plan and their boss. There is nothing more stressful than Q4 for a VP of Sales.

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Have you adjusted your plan based on this continued shift of power and influence yet? Are your territories designed to maximize time with customers and prospects?

Buyer 321

Data Cleanse For A Sales Boost

Score More Sales

If you can reward your reps for clean, updated territory lists, that can go a long way. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Data 232

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

This is unexplored territory?—?and and again, sales management, sales ops and IT must work together to develop an effective strategy to teach people how to combine information delivered by AI with their own skills in order to influence deals.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

That’s right – it’s your territory and your career – don’t wait for the powers that be to determine how social you can get. courtesy of InsideView.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This coupled with understanding ABE’s influence – rather than solely relying on closed-won opportunities as the metric of success – necessitates the analysis of attributed pipeline along the way vs an enter to exit ratio in typical KPI reporting. It] is about influence.”

My Top 5 Sales Book Recommendations

MJ Hoffman

Influence: The Psychology of Persuasion. The author speaks of the seven most common ways that people, processes, and marketing can influence our decisions. The seven major influence factors are Commitment & Consistency, Reciprocity, Scarcity, Authority, Social Proof, and Liking.

How to Onboard, Pay, and Retain an All-Star Sales Team

Xactly

He may have a tough territory to work in, or he could be a poor hire. In fact, by identifying patterns from over thirteen years’ worth of aggregate data, Xactly has identified several key trends that can help you anticipate and influence your sales reps’ behavior.

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

Sales Benchmark Index

Impact : Sales Ops directly influences performance of the sales team. Territories and quotas that maximize output. Influence: Don’t let Sales Ops get trampled on. Listen up Chief Sales Officer. Take note CEO, marketing leader and CIO.

Sales Managers, More Important than the Head of Sales?

A Sales Guy

They influence and then bless the account plans. They influence the deal strategies. They resolve territory disputes. Try rolling out a new sales process, a new territory alignment or new pricing without the sales manager.