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

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

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

Steven Rosen

JANUARY 5, 2018

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? You are hitting all your objectives and are highly successful.

Strategy 224

Strategy Territories Quota Video 224

Hubspot Sales

MAY 14, 2019

The Top Quota-Killing Mistakes. As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. Instead, be upfront and tell them your objectives. Those that exceed quota during a quarter often had large deals that closed during that time period.

Quota 91

Quota Forecasting Buyer Persona Networking 91

Janek Performance Group

APRIL 17, 2024

However, the report does note a downward trend in support: Quota attainment has been holding steady between 81 to 90%. Support is directly tied to quota attainment. Plus, sales BDRs attain quota more, by as much as 10%. Pressured to meet quotas, BDRs may experience burnout or resort to overly aggressive tactics.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Steven Rosen

DECEMBER 2, 2012

Many companies I work with tie their program to sales vs. objectives. Assuming this is the way your company defines performance, then the first challenge is, how well do you set quotas? For this to work effectively, quotas need to be set fairly against both large and small territories. What to do?

Territories 304

Territories Quota Comparison Incentives 304

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.

Territories 41

Territories Incentives Incentive Compensation 41

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Analysis Government Distribution 113

Steven Rosen

FEBRUARY 11, 2024

In a discussion between Steven Rosen and Colleen Stanley, they highlight the importance of incorporating learning goals alongside sales objectives. Introduction​ Sales leaders frequently concentrate on establishing sales goals for their teams, yet it’s equally crucial to set learning goals.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

SBI Growth

APRIL 21, 2013

But when we ask, "How do you determine performance, besides quota attainmnent?" Quota attainmnet is a good starting point for talent assessment. In fact, many reps who achieve quota aren’t all-stars. Download our “A” Player Calculator and build a talent scorecard on more than just quota. details become elusive.

Territories 303

Territories Quota Engineering Resources 303

SBI Growth

SEPTEMBER 19, 2012

Is it by quota attainment only? When evaluating your sales managers in your talent management program , you need to consider a minimum of 5 additional metrics other than quota. This will allow an objective view of their overall performance. Common Non-Quota Metrics: Turnover: The number one reason some leaves is their boss.

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

SBI Growth

OCTOBER 18, 2012

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. Here’s what you should find out: Sales Territory Design : Are both existing customers and prospects considered when territory structures are built?

Territories 300

Territories Real Estate Compensation Quota 300

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. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Some sellers say quota is not a factor in this ritual. If it isn’t quota, then why discount?

Wireless 264

Wireless Discount Face-to-face Scale 264

Hubspot Sales

OCTOBER 2, 2019

Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. To create an effective sales performance management process for your sales team, simplify your overall business objectives and make them relevant to the individual contributors on your team.

SAP 123

SAP Oracle Compensation Territories 123

Sales and Marketing Management

AUGUST 30, 2018

This is the equivalent of sales managers telling their salespeople that they “really need to make their quota.” In a recent study we conducted, we found that 75 percent of the sales managers missed their revenue targets and also confirmed that fewer than half of sellers made quota. What good coaching looks like. Yes, it’s that simple.

Coaching 166

Coaching Sage How To Quota 166

Partners in Excellence

FEBRUARY 17, 2020

But it’s important to look at the composition of that revenue to understand not only how it meets your current goals/objectives, but how it positions your organization/company for future growth. Sales person 1 has a quota of $10M, she makes it by selling a balance of products A and B. Let’s also manage two sales people.

Revenue 94

Revenue Territories Face-to-face Quota 94

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively.

Strategy 71

Strategy Territories Quota Proposal 71

Hubspot Sales

SEPTEMBER 16, 2020

During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call? What objections do you expect to encounter? Territory Management. In this process, there are typically three stages: planning, execution, and debriefing. Which questions should you ask?

Sales Process 126

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 126

The Pipeline

NOVEMBER 3, 2014

Just like I know what it takes me to run a five kilometer run, I can know what it takes to secure the number of appointments to deliver quota. It will also help you with your time allocation , know how much of an activity you need to do will help you set the right time; that in turn will help you set the right mind frame.

Face-to-face 288

Face-to-face Sports Objections Territories 288

SBI Growth

DECEMBER 10, 2013

Is my talent aligned to accomplish this objective? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Are they in the right territories? In order to determine their roles for 2014 (either inside or outside the organization) you need an unbiased and objective analysis.

Territories 300

Territories Scale Guidelines Groups 300

Janek Performance Group

JANUARY 16, 2024

If a sales rep’s entire compensation is directly tied to their individual effort, they could compete against each other for prospects or territories. Also, this plan must be tied to company objectives and not prompt behavior that benefits only the sales rep, not the company. This eliminates the intimidation of a hard quota.

Compensation 118

Compensation Salary Commission Margin 118

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

The Pipeline

APRIL 20, 2017

Assuming that the goals and objectives of the organization and by extension the sales team are realistic, then we need to strive to bring together those assets and skills required to hit or exceed those goals. But many organizations seem to make different accommodations for their human assets than other key resources.

Face-to-face 159

Face-to-face Quota Incentives Incentive 159

PandaDoc

APRIL 26, 2023

Territory volume Territory volume is a commission paid off based on revenue from a specific region. As a team, they generated $120k, exceeding the established quota of $100k. Territory volume commission is great for lifting team spirit. So what can possibly be a better incentive than a performance-based bonus?

Commission 52

Commission Salary Margin Scale 52

SBI Growth

JANUARY 6, 2013

Are you changing account or territory assignments ? What about quotas ? The objective of an expert panel is twofold. For example, organizations on a fiscal calendar year are finalizing and distributing quotas right now. Specifically, the quota setting process is a myth to many sales reps. That is not attainable.”.

Compensation 317

Compensation Survey Field Sales Quota 317

Xactly

JANUARY 18, 2019

And, ultimately, Insights customers achieve 10% higher sales objective attainment than non Insights users. It identifies your capacity needs, quota allocations, and sales territory design. quota), assuming that not every rep will reach quota. quota), assuming that not every rep will reach quota.

Commission 81

Commission Incentives Incentive Compensation 81

SBI Growth

OCTOBER 5, 2012

The bad news is, if you want to make quota, you need to overhaul the program. Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Your quotas have grown, but not at the pace of clients who are willing to engage with your firm. 2) Do it Yourself.

Compensation 257

Compensation Company Hiring Salary 257

Xactly

NOVEMBER 15, 2018

Set the Quota. Questions to consider when managing your sales quota include the following: Should managers have a quota that is over-assigned (i.e., the manager’s quota amount is higher than the sum of the individual quotas of manager’s team)? Should any sources of revenue be excluded from managerial crediting?

Compensation 87

Compensation Examples Sales Management Incentives 87

Sales and Marketing Management

JULY 26, 2018

But, according to data from CSO Insights and Buyer Zone, in 2012, 56 percent of all businesses used CRM and 63 percent of salespeople achieved quota. This is unexplored territory?—?and Without those two activities, AI is little more than a novelty that will distract your sales force from its real objectives.

Training 206

Training Penetration Government CRM 206

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. If you save prospecting for the end of the month, your quota suddenly becomes much less attainable in the upcoming months. If you’re not making enough calls, you won’t reach your quota. Take it one day at a time.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Gong.io

AUGUST 24, 2022

First off, forecasting helps sales leaders set realistic targets, helping them to hold sales reps accountable to quotas that are actually attainable. . Sales managers use forecasts for territory planning as well. Sales forecasts: responsibilities, objectives, and uses . What are the objectives of sales forecasts? .

Sales Forecasts 62

Sales Forecasts Forecasting Hiring How To 62

Hubspot Sales

JANUARY 9, 2018

A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. Make sure your objective is realistic, otherwise your entire sales plan will be largely useless. If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145