How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Why is sales territory planning important?

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.

Top 10 Sales Leadership Tips From 2013 - So Far

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Most other "sales assessments" are marketing-modified versions of personality assessments.

Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. We like to recommend too many of our clients that creating a Client Advisory Board and a Sales Management Advisory Board will begin to improve the business operations and provide a source for insight and accountability. Sales Management Board of Advisors.

A sales leadership red flag – sales turnover matters

Sales Training Connection

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel policies and territory designs to compensation structures and bonuses. Defining the sales turnover problem.

Sales Leadership – A FREE Health-Check

Jonathan Farrington

. Yesterday I voiced my concerns about the poor quality – in general – of sales management today. Essentially, the task of the sales leader is to produce revenue for their company through the operations of the sales staff for whom they are responsible.

The Pipeline ? Shrink Your Way To Success

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. EDGE Sales Process.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

ACT 251

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. RT @renbor How Marketing Can Help Sales After the Handoff [link].

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales 2.0. Sales 2.0 Sales Fun.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set. Sales is hard. How effective is your sales team?

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Trading one Mickey Mouse sales idea for the next. Sales Fun.

The Pipeline ? ?But we're not IBM?

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. EDGE Sales Process.

The Pipeline ? Top Sales & Marketing Awards 2011

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. Sales Success , Tibor Shanto. EDGE Sales Process.

Sales Tech Game Changers: How to Increase Your Sales Forecast

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Sales Enablement: A Master Framework to Engage, Equip and Empower a World Class Sales Force by Tamara Schenk and Bryon Matthews. Wondering how you can leverage sales enablement to win? This book shows how to build, orchestrate, and lead sales enablement as a sustainable system. Sales Differentiation by Lee Salz.

Predictable Ramp: It’s Not Just a Pipedream


Most sales reps are genuinely driven not by money, but by success. the result of a lucky inbound lead (thanks Marketing!) or a primed opportunity (thanks rep who I inherited the territory from!). Then ask yourself, what do your most productive sales reps do?

Quota 98

WARNING! Do You Suffer from Sales Prevention Syndrome?

The Sales Hunter

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. You think your sales manager is stupid. ” Sales Motivation Blog.

6 Steps to Setting Strategic Sales Goals

Alice Heiman

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. Will be new sales to existing clients? . Will be new sales to new clients? .

Use Sales Engagement To Break Through The Noise, with Mark Kosoglow, Episode #113


Sales engagement is a fairly new term but one that every sales rep needs to understand and a skill they need to master. On this episode of #SellingWithSocial, I’m honored to have Mark Kosoglow, co-author of the book, “Sales Engagement” on the podcast. BOOK: Sales Engagement.

Micromanage Me, Please

The Pipeline

A great example in sales is the use of the word “Micromanagement”, a favourite among those looking to shirk some responsibility and/or accountability that comes with “Active Management”. By Tibor Shanto -

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. Hold yourself accountable TO the sales team: .

Sales Leaders – Manage Your 50% Minority

The Pipeline

In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule. NOTE: this is once the sales rep has been on-boarded, trained on your systems, and integrated into the process. by Tibor Shanto –

Quota 282

3 A’s of Sales Success

The Pipeline

People are always looking for the formula to sales success, so here’s the deal: there ain’t one! Ability – While most sales professionals have ability, especially at the start of their initial success phase, it is often a filleting thing.

How To 294

When to Fire a Sales Rep (5 Lessons Learned the Hard Way)

Sales Hacker

The truth is, you need to know when to fire a sales rep. Keep reading as I share my hard-won lessons, so you’ll know without a doubt when to fire and when to invest in an underperforming sales rep. 5 Lessons on When to Fire a Sales Rep. Lesson #2: The DNA of a Good Sales Rep.

Churn 86

Ready – Set – Fire

The Pipeline

As a manager or sales leader now is the time to review the line-up and make any changes you hope will impact this year’s results. Here is what is known: The average length of an individual rep’s sales cycle. 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?

“Parasales” Reps – Sales eXchange 209

The Pipeline

Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not. Sales 2.0 Sales Process Tibor Shanto By Tibor Shanto –

Sales Eagles Sore! Turkeys Get Consumed.

Steven Rosen

If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force I was equally highly focused on finishing the year off and starting the next year even stronger.

Your Sales Year is Coming to an End. Are you ready?


December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist.

2013 The Year of the Lead!

A Sales Guy

There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business. In those days, the key was to focus on a hiring a good hunting sales person and get out of their way. Most sales organizations did not have a lead generation budget item.

Leads 79

How To Effectively Onboard New SDR Hires


This is especially true of Sales Development Reps, SDRs, as they are such an integral part of your sales process. When we talked about hiring new sales reps , we showed the “cash trough” that each new rep starts with.

Digital Sales Strategies Using Event Campaigning


1.Build a Total Addressable Market (TAM) for the event. If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory. Digital Selling digital sales digital marketing

What is a Strategic Sales Plan?


A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns.

Don’t Be Afraid to Ask for It with Stephanie Brookby {Hey Salespeople Podcast}


In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Stephanie explore the concept of value engineering – what it is and how to implement it. That scrappiness and being able to see opportunity and generate a concept around it as a really important skill in sales.

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric.

How to Scale a Sales Team In The 21st Century – Part 1

A Sales Guy

But there ain’t no growth without a highly functioning sales team. This series is gonna break down how to scale a sales team in today’s modern sales world. I’m not gonna start this series with how to hire more sales people or how to add new processes, or how to change the culture or hire a CRO or, or, or. When it comes to scaling a sales organization, the first question that must be answered is, why? Why do you want to scale the sales team?

30 Minutes in Sales Nerd Heaven w/ Pete Kazanjy {Hey Salespeople Podcast}


The Hey Sale speople podcast hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremey Donovan just got even sales nerdier. Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. Hint: AEs aren’t for sale on Amazon).

The Secret Sauce for Sales Success w/ John Barrows {Hey Salespeople Podcast}


Have you checked out the Hey Sale speople podcast is hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremy Donovan? While he is a sales trainer, John doesn’t beat around the bush about the good, the bad, and the ugly in sales.

Can Sales Exist Without Quotas?

Hubspot Sales

Imagine your company without sales quotas. Sales leaders: Are you wondering how you would drive results and keep your salespeople accountable? According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas.

Quota 96