Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

[Webinar wrap-up] 5 Keys to Accelerated Lead to Money


Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar.

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Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Many marketing purists focus on the mechanics of segmentation work. Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential? What’s available in the market? Keep track of up-sell and cross sell results.

5 Tips for Designing Successful Sales Incentive Compensation Plans


Several MIT researchers in Selling Power Magazine reveal why there are plans that work in some settings but don’t in others: Strong vs. weak incentives: Weak incentives provide small rewards as a portion of potential earnings and can discourage high performance and drive stars to competitors.

New Product? Don’t Forget to Update the Sales Compensation Plan

Sales Benchmark Index

Obtain market penetration projections. To learn more about sales enablement and obtain our product launch sales compensation checklist sign up for our Q3 Make The Number Tour. The key lies in changing the compensation plan to drive the sales force to sell the new product. Product Marketing and Internal Strategy have vital information. If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

If you add up all the opportunities in the pipeline of a C Player, it may approach the GDP of a small country, yet the seller continues to fall short of his or her quota. Marketing organizations by default now own the top of sales funnels.

Those Who Measure, Measure Rubbish

The Ultimate Sales Executive Resource

They refer to findings from their statistical studies , suggesting that the one-year impact on revenue of a sales force at the sales territory level is anywhere from 20 to 90 percent. So again it is more a result of a management decision than the salesperson's ability to sell.