Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory?

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Territories Lead Rank Lead Scoring Top of Funnel 123

Zoominfo

MAY 11, 2020

But don’t forget about your sales territory plan. What is a Sales Territory Plan? A sales territory refers to a geographical location that is assigned to a specific sales rep or sales team, for the purpose of targeting prospects within that area. Why is Sales Territory Planning Important?

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Territories Outsourcing Services Buyer Ideal Customer Profile 100

Sales 2.0

OCTOBER 25, 2021

Territories : Sales territories need to be designed to support these goals and strategies. Territory design can take in several factors as inputs such as geography and industry coverage, how the skills of the team match the needed coverage, and how equal each territory is to the others.

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Territories Compensation Scale Decision Maker 396

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.

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Territories Software Software Benefit 70

SBI Growth

DECEMBER 30, 2016

He spoke with SBI to discuss how he goes about creating the necessary balance to maximize revenue growth. Charles Race is Executive Vice President of Worldwide Field Operations at Informatica, an enterprise software company reporting approximately $1.1 billion in sales.

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Territories Revenue Maximizer Enterprise 136

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.

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Territories Account Ideal Customer Profile Analysis 120

Xactly

DECEMBER 12, 2018

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Is Your Territory Planning Still Stuck in the Dark Ages? Everything starts with territory planning.

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Territories Quota Guidelines Software 67

Partners in Excellence

MAY 6, 2021

But we know, if we are going to maximize performance, if we are going to achieve our quarterly and annual goals, we have to have a longer perspective than just dealing with what is happening now. We have to have a plan, with our people, to grow them and maximize their performance. But let’s shift our perspective.

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Territories Maximizer Compensation Account 163

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.

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Territories Demographics Travel Distribution 68

Xactly

MARCH 28, 2018

So how does Spring Training tie back to sales territories? It’s in the spirit of this seasonal evaluation that territories should be assessed. Spring, mid Q1 for many companies, presents a perfect window to review and rethink the effectiveness of your sales territories. Are your sales territories playing at rookie or MVP level?

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Territories Training Maximizer Travel 57

Janek Performance Group

JULY 12, 2018

You’ve just been awarded a sales territory by your sales leadership team. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Now it’s up to you to properly nurture and grow that area to drive sales.

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Territories Maximizer Sales Leadership Revenue 59

Repsly

JULY 31, 2018

A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method.

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Territories Retail Maximizer Groups 54

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.

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Territories Travel Hiring Guidelines 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 45

Territories Software Software Benefit 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.

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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.

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Territories Demographics Travel Distribution 50

Force Management

MAY 11, 2023

Recent economic uncertainty has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively maximizing every lead.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 85

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider leveraging predictive analytics to further identify buying patterns and buyer propensity to further maximize your sellers’ efforts. Territory profiles .

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Lead Rank Territories Lead Scoring Quota 97

The Center for Sales Strategy

APRIL 28, 2021

Sales managers try various things to hit their targets: hiring more reps, reassigning territories, changing compensation plans… and more. In conjunction, the 2020 Media Sales Report found that nearly 1 out of every 3 (31%) of salespeople spend 20-25% of their time in discovery meetings.

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Hiring Revenue Maximizer Territories 87

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

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Territories Incentives Incentive Compensation 41

Partners in Excellence

MARCH 5, 2024

Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. They recognize they maximize their value through deep understanding of their customers’ business, working with them creating value in every interaction. They come from all parts of the world.

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Sports Territories Maximizer Industry 109

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. In order to maximize performace at the 100m, athletes train and diet – you will find that some do it through drugs, but that is like lying to the customer. New Concepts Driving Greater Performance .

Territories 40

Territories SalesForce Incentives Incentive 40

Janek Performance Group

APRIL 17, 2024

This includes lead handoff criteria, territory ownership, and commission structures, which can undermine collaboration and cohesion. Through best practices and continuous improvement, sales organizations can maximize the effectiveness of BDRs and achieve long-term success.

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Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. When I asked them what can be done to hit their goals, all but one suggested that we add accounts to their territories that were homeless due to a recent departure.

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Territories Top of Funnel Account Funnel 303

Miller Heiman Group

SEPTEMBER 17, 2019

Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. To maximize sales through indirect channels, you must clearly define a value chain from distributors to your end-user. Also, you must consider if your indirect sellers experience more success in a certain territory or region.

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Channels Maximizer Hiring How To 50

Hubspot Sales

DECEMBER 30, 2020

Mature lead routing models take multiple factors into account, like deal value, territory or geography, use case or specialization, or a combination of multiple factors by a lead scoring system. Lead Routing by Territory or Geography. Route only those with scores ready for sales to your sales team to not only maximize time and efforts.

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Lead Rank Lead Scoring Sales Qualified Lead Leads 100

SBI Growth

JULY 14, 2013

Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Give your very best reps the very worst sales territories and suffer the consequences. Compensation : Akin to a pro athlete’s salary.

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Territories Incentives Incentive Compensation 328

Tenbound

APRIL 19, 2024

It is also important that the Sales/Business Development Team and Leadership value their Sales Partners for their territory knowledge, sales expertise, guidance to the SDR, and goodwill. Once the SDR has begun work in the Account Executive’s territory, regular one-on-one meetings should be on the calendar and occurring. Participation!

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Territories Cold Calling Pipeline Webinar Metrics 45

Sales and Marketing Management

SEPTEMBER 7, 2018

Changes in territories or assignments notwithstanding, reps who have been in their territories for longer than a year would welcome the chance to compete against themselves. The (BIG) bad news about a minimum qualifier is that it may exclude certain territories or reps. It’s easy to measure. That’s an incentive.

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Incentives Incentive Sales Qualified Lead Territories 166

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. How are you spending your time?

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Territories Maximizer Buying Cycle Pivotal 73

SBI Growth

FEBRUARY 5, 2014

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan. The January Two-Step.

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Compensation Territories Hiring Commission 288

SalesLoft

OCTOBER 6, 2017

This process allows them to select specific people based on their role, territory, or when they were added to your Salesforce account. Say your SDRs are divided by territories and they are only reaching out to people with the title “manager.” Automation rules present the perfect solution to this manual process.

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Maximizer Territories SalesForce Guarantee 52

A Sales Guy

NOVEMBER 27, 2013

The relationship isnt’ maximized. This is not fertile selling territory. They aren’t considering alternatives and are most likely going to renew. In addition, they aren’t using all your products or services. There is room for them to spend more with you thereby generating even more revenue. They are the cash cow.

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Maximizer Revenue Churn Customer 114

Hubspot Sales

SEPTEMBER 16, 2020

The account management process maximizes the long-term value of select customer relationships by continually aligning your company’s capabilities with the needs of your customer. Territory Management. Account Management. What level of attention does each deserve? How will I ensure the right level of service to each? Deal Management.

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Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. When done well, this process is proven to maximize return on sales resources.

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Quota Revenue Lead Rank Territories 70

Partners in Excellence

FEBRUARY 8, 2022

As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. We can’t choose which part of the job we want to do (or the parts we would prefer to avoid). We have to do the whole job.

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Survey Hiring Territories Incentives 94

Partners in Excellence

SEPTEMBER 21, 2023

We need people to think about their territories, their customers, their opportunities, their goals. 14% of our time spent in sales planning can be very powerful if we are being thoughtful about how we manage our time in the territory, figuring out what we might do to best produce our results. Or sales planning at 14% of seller time.

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Territories Examples Negotiation Meeting 81