Introducing “The Customer Loyalty Ladder”

Jonathan Farrington

This is what I refer to as “only me” territory, and is much more safe (if we can ever be totally safe) than residing mid-ladder in “me too” land. General Customer Loyalty Dave Kurlan Joanne Black Top Sales academy

Beware of The Player-Coach

Engage Selling

” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own. A huge mistake growing businesses make is assigning an individual as a “player-coach.”

Clients Deal With Companies

The Pipeline

What it also highlights is that savvy buyers will usually put more stock in the company they deal with than the person parked in the territory at the time of the deal. While loyalty is big, that loyalty is greater for the company than any given individual, including the sales rep.

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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7 Must-Have Automated Documents for Sales Success

source, territory, or industry vertical—to make quick. If your organization utilizes different account planning strategies based on rep role, territory, deal size, or some other parameters, you may need multiple, purpose-built templates. The 7 must-have automated.

The Top 5.5 Things Sales Professionals Whine About | Top Sales.

Jeffrey Gitomer

You KISS’d it & managed to cover a LOT of territory very clearly. Customer Loyalty. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Top 5.5

3 Emerging Metrics for Today’s Sales Manager

Sales Benchmark Index

A’ player SMs today use Linked-In and Intra-personal connections ensuring no open territories. Do you realize that for every open territory, team quota attainment drops by 13%? CEO and company loyalty is at a new low.

7 Ways To Reduce The Potential Cost Of Losing A Salesperson

MTD Sales Training

If your competitors get wind of a territory not being covered by your company, it’s likely they will use that opportunity to put more effort into covering your existing customers. Build a specific and achievable remuneration package that rewards people not just for sales achieved but also for customer loyalty and quality of back-up services. I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years.

Sold – Now What?

Jonathan Farrington

This is what I refer to as “only me” territory, and is much more safe (if we can ever be totally safe) than residing mid-ladder in “me too” land. General Account Management Challenger Sales Customer Loyalty Customer Retention DeNovo Lead Generation

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Less loyalty. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. . But which titles from 2018 are really worth your precious time?

7 Tips for Retaining Your Best Salesperson


Changing your compensation structure or rezoning your territories should only be done with extreme caution. Instead of simply expanding their territories, consider opportunities like speaking engagements, leading training sessions, continued learning events or consulting roles within the organization. Creating systems so you can find and groom new talent is a great way to reduce the cost of turnover and engender loyalty within your sales team.

Adapt to a Changing Marketplace: 6 Steps You Can’t Overlook

The Brooks Group

When you have a customer-focused company, you’ll not only adapt more quickly to changes in the marketplace, you’ll also gain customer loyalty, improve retention rates, and increase referrals – making it a win-win for both you and your clients.

Mistakes to Avoid When Expanding Your Sales Department


Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories. To avoid that, before you decide to add headcount to a specific sales team, assess the territory’s potential, the pool of existing accounts and the current workload. Misaligned compensation plans affect both the direction and productivity of your sales team and fuel job-related frustration that chip away at loyalty.

Is Job Hopping Inevitable?

Partners in Excellence

During this time, there are huge opportunity costs, whether it is territory that’s not covered, inexperienced people losing deals that might have otherwise been won. As a consequence, loyalty to an employer is not part of their value system.

The Pipeline ? The six elements of a perfect sales meeting

The Pipeline

His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Delivering On Your Sales Promises


Holistically, you need to look across the breadth of sales performance management to identify the areas that are working or not working (including talent acquisition, development, the sales process, territory and quota, and comp plan design and administration).

20 CRM Myths That Hinder Organizations from Achieving Sales Greatness

Accent Technologies

Vendors are smart enough to value customer loyalty rather than trapping clients into unforeseen costs. The old-school mindset used to be, “This is my territory. Salespeople who use CRMs effectively achieve better results.

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Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right

Sales Hacker

It’s an up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty. . In general, Sales Ops handles the daily operational side of the sales organization including territory planning, transactions management, compensation , and systems management. To see what selling on steroids looks like, check out companies with the best sales enablement strategies.

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

This information will inform your decisions about future territory assignments. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner. Serve your direct and partner sales organization with passion, honesty and dedication, and they will reward you with loyalty and revenue.

Sales Compensation: The Ultimate Guide

Hubspot Sales

You will probably see greater loyalty from your employees. Shifting product and/or distribution costs, rebates, and territory changes can make calculating this extremely hard. Sales compensation is one of the trickiest aspects of the sales organization to get right.

If Your Sales Organization Is Underperforming, Would You Know?

Partners in Excellence

They were growing wildly, exceeding their numbers, but they had a customer loyalty or retention problem. We started measuring the impact of that employee churn, we discovered between open territories, customer confusion about who their sales person was, and a few other things—the impact of this churn was costing them over $300M a year in lost revenue. “Well duuuuuh Dave, what a stupid question, isn’t easy to tell?

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20 Blog Posts to Guide Your Event Marketing Strategy


To stay relevant to this unique group, particularly one so incredibly tech-savvy and explorative, yet fickle about brand loyalty, brands must employ varied marketing approaches. And, while we covered some great territory, we have even more great takeaways to share with you.

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

Sales Hacker

PFL provides a suite of sales and marketing solutions that help you close more deals, revitalize stalled engagements, hyper-personalize email campaigns, and deliver stunning content designed to drive conversion and loyalty. It takes a lot to succeed in sales. You need empathy, grit and drive.

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Episode #081: Keep It Simple in Sales with Andy Paul

Jeff Shore

Recorded voice: Thanks for allowing our customer loyalty team to put a little Zappos in your day. In This Episode of The Buyer’s Mind with Jeff Shore: Andy Paul, of the Accelerator podcast, joins Jeff to talk about the simplicity of sales.