Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

Sales Planning Fundamentals Part Four: Territory Planning

Xactly

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?

The Territory Optimization Revolution

OpenSymmetry

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. New Concepts Driving Greater Performance .

The Key to Sales Territory Mapping

Xactly

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.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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. The Effect of Bad Territory Planning on Sales Performance.

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Sales Planning Sales Territories

3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Integrating automated sales territory planning into your SPM is absolutely imperative in taking full advantage of your sales landscape and selling potential.

5 Creative Sales Motivation Tactics That Don't Cost a Dime

Hubspot Sales

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. 5 Creative Sales Motivation Tactics. Sales Motivation

23 Motivational Songs to Get You Pumped in 2017

Hubspot Sales

unless you find one that’s not in your territory. Sales MotivationProspecting for sales leads. not the most fun thing in the world.

Sales, The Unproductive Workforce and Motivation - Part 2

Increase Sales

My salespeople are not motivated to sell. Reassigning territories? Motivation, especially the motivation to sell, is the key to sales success. Finally, possibly you as the executive leader are creating barriers to the intrinsic motivation of your salespeople.

What is the Best Commission Strategy to Motivate Sales Reps?

Xactly

There are many variables to consider, such as the customers in your market, the scope of the territories you’re accessing, your product offerings and sales cycles, the specific demands of your industry, and the skill and experience of the sales reps, among others.

How Motivated is Your Sales Team?

OpenSymmetry

How motivated is your team to go above and beyond what is expected to meet revenue goals? Lack of clarity what is expected, including, but not limited to territory, quota management, and reward schemes. Success is: a highly motivated, diverse, and results driven sales team.

Cold Calling: Brother, Can You Spare a Sale? | Sales Motivation.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Motivation. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. sales motivation. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

Motivate and excite your entire organization. There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

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

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. While I know some do it as a way that they think motivates their reps, and let’s be honest, many reps do get pumped. Territory Alignment.

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Sales Performance Management: Not Your Parent’s Compensation Calculator

OpenSymmetry

There are a number of key aspects that are evolving in the SPM world, making operations and processes more efficient: Stand-alone Territory & Quota Management Modules are now being incorporated into systems.

WARNING! Do You Suffer from Sales Prevention Syndrome?

The Sales Hunter

You blame your lack of success on your territory and how you would be more successful if you had a better territory. ” Sales Motivation Blog. SPS — Sales Prevention Syndrome — is the great killer of salespeople.

Is Sales a Solo Activity or a Team Sport?

The Sales Hunter

Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. ” Sales Motivation Blog. Blog Sales Training Sales Training Program sales sales motivation sales teamAre you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic?

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Beware of The Player-Coach

The Sales Leader

” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own. A huge mistake growing businesses make is assigning an individual as a “player-coach.”

What Should You Do When You or Your Company is Disliked in Sales?

Understanding the Sales Force

If you are in territory sales, is there a competitor salesperson gunning for you? sales assessment Dave Kurlan competition Motivation Apple objective management group selling power microsoftI know. Everyone loves you.

Improving the Sales Organization’s Change Readiness

OpenSymmetry

As we know, SPM is a ‘broad church’ spanning talent acquisition and development, sales process, Territory and Quota Management (TQM) and incentive compensation design and management. TQM – High modeling capability to deliver new territory alignment and quotas.

Sales Incentive Optimization

OpenSymmetry

Territories have been arbitrarily changed and accounts reallocated so that Account Managers have to spend the first quarter getting to know new customers, so undermining their ability to hit target. The Journey to Sales Incentive Optimization.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

Make sure that you align other sales performance management elements like account management, territories, quota, sales coaching and on-boarding to make sure there is no disconnect with plan design. Then add onto that any charge backs or adjustments for territory changes.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

Tools 65

Expert advice: What should a weekly 1:1 sales meeting look like?

Nutshell

3) Discuss and understand your reps’ motivators. We all have different motivations, and what drives us can have a huge impact on how we perform professionally. Sales managers can use their 1:1 sales meetings to better understand what their reps are motivated by. Sales managers need to coach their reps based upon their ‘Push’ and ‘Pull’ motivators,” says Cynthia Barnes, Founder of the National Association of Women Sales Professionals.

Who Makes the Better Salesperson? A Man or a Woman?

The Sales Hunter

Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. ” Sales Motivation Blog. Blog Sales Motivation Sales Training salespeople

What is a Strategic Sales Plan?

Xactly

Processes: Are your sales territories balanced ? What incentives and sales commission structures will you use to motivate sales reps? Territory design. Your Territory Design Matters. Your sales territories map the playing field for your strategic sales plan.

Are You Using Your Sales Performance Data Effectively?

Xactly

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . Commission Accuracy & Payout Time: Motivated, happy reps are key to a successful sales organization, and morale can have a big impact on sales performance.

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Understanding the Fundamentals of Effective Sales Rep Management

Xactly

When sales reps receive positive affirmation for executing the right actions, they will be motivated to repeat those processes. It lays out territories, quota, compensation, and the strategy your team will employ to reach company objectives.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

As the weather heats up, I feel a jolt of energized motivation. Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers. Tweet Spring cleaning to rejuvenate sales. Spring is here.

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3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

My territory is lousy.”. Sales MotivationIn the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. Companies run brainstorming sessions, hire consultants, and invest in expensive technology.

How to Setup a Commission Plan in Six Steps

Xactly

Motivating your sales reps is one of the key factors of sales success. Ultimately, your sales commission plan motivates reps to close deals and perform specific sales behaviors that align with your company goals.

Sales Strategy #4: Plan to Succeed

Steven Rosen

Strategy #4 is have your sales reps develop their own territory business plans. We start with what are your three critical factors for success for your territory and then I look at the customers and say; Where do you think your business is going to come from? Plan to Succeed.

[Webinar Recap] Enhance Your Workforce Culture and Sales Performance through Incentive Compensation

Xactly

Successfully motivating and optimizing sales performance can be a challenging task for any business. Sales representatives expect money in their pockets, yes, but other incentives play an increasing role in motivating behaviors. Territories must be set intelligently.”

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

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.

Thru the Candidate’s Eyes - Attracting Sales Talent

Sales Benchmark Index

There are 5 key motivators. Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top producers demand a fair, equitable and coverable territory. A patchwork territory based on prior relationships raises a red flag. Assess and improve your territory design - use the Territory Best Practices tool.