The Pipeline

JULY 9, 2015

He is right, the proper use of the valuable data in a typical CRM, processed by a sales savvy analyst with the right mandate from leadership can produce more margin, quicker and for a longer term, than hiring another rep. Think about taking buyer persona to a different level. Data is a commodity, information is a commodity.

Data 120

Data Hiring Margin Buyer Persona 120

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. A majority of reps focused on margin, and gave up prospecting for new accounts. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. When RevOps teams set automated rules of engagement for common GTM activities, like lead routing or holdouts, everything automatically stays in sync when territory or account changes occur.

Hiring 83

Hiring Policies Territories Commission 83

Sales and Marketing Management

MAY 24, 2018

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Just think about all the situations that might crop up suddenly, presenting challenges that you need to address right away.

Territories 185

Territories Margin Training Pipeline 185

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Negotiations and Discounting – Review deal profitability to find the “unscrupulous discounters.”

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Without that, virtually all else below is drastically marginalized. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs. Stay focused on a small number of important efforts.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

AUGUST 1, 2013

Profit Margin (%). Examples include optimized territory structures and off-loading non-essential tasks. Revenue, margin % and $’s, Opportunity $’s, Time Spent, Strategic Fit, etc. A best practice for time allocation is to prioritize customers based on multiple items. Profit Volume ($). Revenue Potential.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Partners in Excellence

FEBRUARY 17, 2020

Surely there were product line B possibilities in his territory, he just didn’t bother to chase them. In reality, had he looked for all the opportunity in his territory, he might have sold much more than $10M. And, over time, the margins become unacceptable–even though you may be hitting your revenue goals.

Revenue 94

Revenue Territories Face-to-face Quota 94

SBI Growth

DECEMBER 18, 2012

‘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%? Ensuing margin erosion occurs due to the frantic need to shorten the sales cycle. We call that an internal bench.

Sales Management 300

Sales Management Lead Rank Lead Scoring Ideal Customer Profile 300

The Pipeline

AUGUST 6, 2019

So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things. Sure, the overall number of opportunities may decline, but the quality and revues will rise. More Priorities Than Pain.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

SBI Growth

DECEMBER 5, 2013

There are several possible reasons: Need to keep your complete book of business and preserve your territory. You can acquire them in a multiple of different ways: You dropped your price too quickly and marginalized your perceived value. You instinctively avoid customer attrition. So why maintain Bad Customers? You are a giver.

Customer 303

Customer Referrals Margin Territories 303

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. We measure a lot of stuff in sales. Both have identical quotas, $5M. Both have $10M pipelines.

Churn 107

Churn Marketing Qualified Lead Territories Pipeline 107

Close.io

JANUARY 23, 2020

Combined with revenue or volume tiers, this is a flexible, nuanced structure that works for large, B2B businesses that have a strong sales focus or are expanding into new territories. Marginal (tax-rate) commissions. A marginal commission structure is ideal for SaaS businesses that target reps on monthly recurring revenue (MRR).

Commission 94

Commission Hiring Margin Scale 94

Sales and Marketing Management

APRIL 10, 2017

Being able to visualize your market is a bonus that helps with defining and assigning territories, allocating field resources, and focusing marketing efforts. If your TAM is inaccurate, even by a small margin, you might make the wrong go/no-go decision. Some Final Pointers.

Ideal Customer Profile 136

Ideal Customer Profile Account Based Marketing Marketing InsideView 136

Understanding the Sales Force

APRIL 16, 2012

Despite those business pressures, these initiatives were put in place: 53% want higher margins. 16% want to achieve more balanced territories. And when revenue is suffering, why spend any time at all on administrative, compensation and territory balance when working on those things won't fix your problems?

Hiring 188

Hiring Territories Compensation Forecasting 188

SBI Growth

NOVEMBER 25, 2013

But selling value allows not just revenue but margin to be considered. open territory) is met in stride. For example, making the number by discounting heavily hits your goals. That’s profitable and good business. Get Extra Credit : The great ones make the number while helping you. Somehow they figure out how to do it.

Promotion 297

Promotion Construction Hiring Scale 297

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. No one ever had to move out of their comfort zone, mine was hunting.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation Targets 296

SBI Growth

JUNE 2, 2013

This means some territories are not producing to expected or potential revenues. Deal quality is acceptable (margins are good). However, HR will have some of the data, too. Increasing number of vacant Sales Rep positions. This one is obvious. More vacancies equals higher turnover. Sales cost is not growing.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

Hubspot Sales

OCTOBER 16, 2017

According to RepHunter , 20% to 40% of gross margin (sales minus direct expenses) is standard. Paying on gross margin. In other words, a rep would be compensated more for selling a product with a $2,500 gross margin than one with a $1,000 gross margin. Maybe you offer professional services, which tend to have low margins.

Compensation 124

Compensation Hiring Salary Commission 124

The Pipeline

JANUARY 23, 2013

In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential. There are some lessons here for B2B sales people as well.

B2B 244

B2B Margin Retail Pipeline 244

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Negotiations and Discounting – Review deal profitability to find the “unscrupulous discounters.”

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

SBI Growth

MARCH 31, 2013

For example: selling low margin products because they maximize the compensation payout. Territory potential and/or Quota calculated incorrectly. If the compensation plan is not effective it will have profound negative effects. Here are just a few: Direction - Sales reps may be focused on the wrong activities.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

Cincom Smart Selling

FEBRUARY 8, 2018

Finance is expected to make meaningful contributions toward helping the enterprise boost revenue, increase margin and improve operational efficiency. CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. Territory Performance. Market Performance.

Revenue 48

Revenue Territories Enterprise Enterprise 48

The Pipeline

MARCH 13, 2018

I know that the Lagging Indicators such as revenue, number of sales, margins, etc., Why delay the inevitable, especially as neither you or the rep are happy with the situation, stress on both sides, and for what, to avoid a vacant territory? Not worth the trade, cut your losses, fire fast, and take your time with the replacement.

Hiring 197

Hiring Lead Rank Lead Scoring Margin 197

Xactly

NOVEMBER 15, 2018

In these cases, it makes sense to measure reps on a revenue plan component, while the sales manager compensation plan should be measured on a margin or pricing component (learn more about different sales commission structures ). At many companies, reps may not have control over pricing and discounting policies.

Compensation 87

Compensation Examples Sales Management Incentives 87

Pipeliner

JULY 21, 2020

People are afraid that by taking some time out, they will be left out or marginalized. The circumstances we are in are the unknown territory for all of us. To enjoy the journey, we need to speed, but sometimes it’s necessary to step on the breaks. However, our outcomes are the results of our response to some event.

Margin 69

Margin Territories Influencer Lead Rank 69

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Territory Alignment. All sales aren’t created equal. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Hubspot Sales

OCTOBER 27, 2020

When times are tight and sales opportunities are sparse, the Hunter will forge into new sales territories and find new prospects. They’d rather write letters, service marginal accounts, and make plans than start something new. But that creativity and energy can come with a less-than-ideal territory. Don’t become overly friendly.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

Sell Integrity

MAY 25, 2021

Here’s why it’s so important to get your sales plan and strategy firmed up now: If you don’t, you won’t be able to achieve the market share and margin growth that’s going to be available in the next 12 to 24 months. Here’s what he said: Be Ready for Virtual Sales Performance: As Bruce explains, this is a territory coverage play.

Call-back 113

Call-back Comparison Margin Pivotal 113

Mereo

APRIL 2, 2020

With this in place, uniting your leadership and teams, go-to-market activities become more streamlined and successful, pursuing new territory or different markets becomes achievable. With too many salespeople assigned to a territory, you set your team up for missed individual quotas and an inundated market.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Alice Heiman

NOVEMBER 14, 2018

He offers 19 easy-to-implement concepts that will help salespeople win d eals while protecting margin. 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. . “If we don ‘t drop our price, we’ll lose the deal.” Salz’s book now.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Xactly

JULY 5, 2018

In these cases, it makes sense to measure reps on a revenue plan component, while the Sales Manager commission structure should be measured on a margin or pricing component (learn more about the different commission structures here ). At many companies, reps may not have control over pricing and discounting policies. The Importance of Data.

Compensation 69

Compensation Sales Management Examples Commission 69

Xactly

NOVEMBER 12, 2018

Your team needs to be able to set and customize hiring profiles across territories to identify the resources you need. This way, you can easily compare contribution margin on ramped versus in-ramped reps.

Data 82

Data Hiring Enterprise Enterprise 82

Crunchbase

OCTOBER 27, 2021

Sales plans generally focus more on the details involved in the sales process like team structure, target market(s), territories and goals. Average profit margin. The average profit margin assists sales teams in determining profit margins across their whole product and service portfolio.

Cost per Lead 52

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 52

Xactly

OCTOBER 10, 2018

maybe margin will be a new measure). New territories , quotas, and measures have to be sold TO the reps. You probably already have an idea of some of the challenges that will be faced, and getting a feel for the next round NOW will let you go back to #2 to make sure you have the data available to make educated decisions (e.g.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

Anthony Cole Training

DECEMBER 3, 2014

Bottom line is that it comes with the territory and job title. You generally end up hiring some marginal people – people that need coaching, feedback, mentoring and performance management. It’s the responsibility you take on when you accept the job and subsequently invite someone to join your team.

Hiring 193

Hiring Sales Management SME Coaching 193