Xactly

AUGUST 13, 2018

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. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

DiscoverOrg Sales

OCTOBER 27, 2016

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. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Sales Hacker Training

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

SBI

FEBRUARY 7, 2019

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. They blow out their quotas and get pats on the back.

Territories 87

Territories Revenue Data CRM 87

Sales Hacker

DECEMBER 9, 2022

Every organization needs to choose the markets and buyers they want to focus on, and concentrate their efforts on those buyers. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Openview

DECEMBER 19, 2018

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.

Territories 89

Territories How To Intent Guarantee 89

Xactly

AUGUST 2, 2018

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. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . ZoomInfo Salesforce Sync for Territory Management. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Xactly

JUNE 13, 2018

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. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JULY 12, 2018

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. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Xactly

JULY 12, 2018

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. Download Guide. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Hubspot Sales

OCTOBER 11, 2017

Imagine your company without sales quotas. According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas. In fact, less than 7% of the participants said they would eliminate quotas. In fact, less than 7% of the participants said they would eliminate quotas.

Quota 85

Quota Hiring Compensation Motivation 85

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Consider travel, time understanding the clients and market, generating leads, and more. They not only give away their time; they pay the prospect for the privilege of doing so. Some sellers say quota is not a factor in this ritual.

Wireless 264

Wireless Discount Face-to-face Scale 264

SBI Growth

OCTOBER 18, 2012

Total compensation, benefits, company financials and market position, for example. You might also get a bombshell: an even bigger jump in your quota for next year. You’ve had average results recently because your territory is a real dog. You’ve tracked down an employee at the prospect and the pay range seems about right.

Territories 300

Territories Real Estate Compensation Quota 300

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Quota Changes. This is a fact of life for salespeople, and as they become more experienced, they can expect a change in quotas from year to year. See item 5.

Territories 124

Territories Quota Sports Compensation 124

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. His quota is approximately the same as everyone else. Yet he has 3x the average territory potential in his patch. Prospects fall into his lap with little effort. His boss does not want to split his territory.

Territories 303

Territories Hiring Quota Sales Leadership 303

The Pipeline

AUGUST 6, 2019

Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. When the prospect tics enough of the boxes, their qualified. The current approach tends to set the bar somewhat low, taking away valuable time that can be spent with real prospects. More Priorities Than Pain.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

Hubspot Sales

JANUARY 2, 2020

This can include new quotas, territories, products, and compensation plans. Let's add one more thing to the list — creating a spirit of cooperation between your sales and marketing organization. Today, "smarketing" — alignment between sales and marketing teams — rules the day. Figure out what you need to reach your goals.

Ideal Customer Profile 113

Ideal Customer Profile Marketing Qualified Lead Marketing Buyer Persona 113

The Pipeline

MAY 7, 2019

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. The issue is less about style and more about market view.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

SBI Growth

DECEMBER 5, 2013

Sales, Finance, Marketing and Customer Service need this alignment. Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Armed with BPM’s and Personas, sales and marketing become much more effective.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Time and again, we go through dry spells and wonder how to hit our quota at any given period. Are you familiar with cross-selling strategies for prospective buyers? Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Corporate Visions

JULY 2, 2020

To move up and to the right in this model, your enablement organization must become faster, more flexible, and more responsive, equipping the field to address more acute, must-win business challenges and market opportunities. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. There’s solid evidence that your Marketing counterparts are responding. According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

MARCH 23, 2013

Let’s look at a common scenario: Bob receives his quota number for the year. Territory Potential - Top Down. The goal here is to match headcount to market demand. Inputs: Revenue potential by territory. # of prospects. Average calls required per prospect. Bob currently has 54 quota carrying sales reps.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

Pointclear

NOVEMBER 27, 2017

“Our numbers are off substantially,” he said over lunch some time ago, “but our individual salespeople are making quota for the most part. 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.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. Do we have a history of reaching out to this contact?” “Has Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Crunchbase

MAY 18, 2023

I’ve heard this firsthand from conversations with peers too: Their sales team does all the right things and the business case is strong, but suddenly the prospect’s budget disappears overnight. A few years ago, sales teams could rely on inbound leads to meet their quotas. There is no room for inefficiency.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. Not interested”: The prospect said no and didn’t give a “Get back to me” date.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Zoominfo

JULY 12, 2022

To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems. And keeping go-to-market data up to date and accurate only becomes more difficult as the sheer volume of it increases.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? Many marketing purists focus on the mechanics of segmentation work. What’s available in the market?

Segment 288

Segment Customer Territories Penetration 288

Hubspot Sales

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. Wittman encourages salespeople to find common ground with their prospects. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. When there’s more budget, perhaps the prospect will return.

Sales Qualified Lead 102

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 102

Janek Performance Group

JANUARY 16, 2024

In some instances, salary-only sales can be positioned as a more “transparent” marketing differentiator. Even the best reps can sometimes suffer from slumps or market changes beyond their control. As a result, it should be frequently revisited as market conditions change, making it work-intensive for employers.

Compensation 118

Compensation Salary Commission Margin 118

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

SBI

MAY 7, 2014

How badly do you want your team to blow away their quota? Marketing automation. Power Prospecting. Sales & Marketing Content. Territory & Account Planning. Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. Something, in otherwords, will have to change.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Crunchbase

MARCH 13, 2023

Consequently, some may be finding that their leaders are focused on buzzwords like “efficiency” and “effectiveness;” asking them to maintain lofty quotas, even as they wrestle with reduced resources and fewer hands. For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups.

Territories 59

Territories Churn Face-to-face SME 59

Zoominfo

MAY 13, 2018

While this advice may sound cliché, it really is important for sales reps to approach their quota one day at a time. Think about this way, if you don’t make prospecting a daily habit and only focus on the deals at hand, how will you meet your goals next month or the month after that? Look into prospecting tools. Hire new talent.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258