Benefits of Territory Mapping Software

Xactly

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.

5 Benefits of Territory Mapping Software

Xactly

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.

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.

Five Elements of an Effective Sales Territory Map

Xactly

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.

7 Must-Have Automated Documents for Sales Success

Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. source, territory, or industry vertical—to make quick. that resides across multiple objects.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design.

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.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory.

5 Selling Lessons From the Saddle

Smart Selling Tools

The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). Defining your sales objective will help you to focus on delivering this objective successfully and to do what is needed to deliver this successfully.

The Pipeline ? Take Control!

The Pipeline

I had a call from Bob, a director of sales with software company. This frees up a lot of bandwidth in the old cranium, allowing you to focus much more on the client, their objectives, and how you can help them, and your company achieve their objectives. Objection Handling.

The Criticality of SPM Technology

OpenSymmetry

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

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Finding the Right Sales Performance Management Vendor

OpenSymmetry

Territory and Quota Management. At OpenSymmetry, we have a variety of strategic service offerings tailored to help organizations identify the right requirements and solutions to meet their business objectives based on their current pain points and future vision.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. Then add onto that any charge backs or adjustments for territory changes.

Guest Post: Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Jonathan Farrington

All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome. Nancy Nardin.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

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. Plan2Win software helps salespeople like you develop territory and account strategies. Tweet Spring cleaning to rejuvenate sales.

Tools 65

Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

Configure-price-quote covers a lot of functional territory. CPQ helps to prevent that by making sure the rep is equipped to handle nearly any objection right now, on the spot. CPQ removes the obstacles of pricing complexity, customer objections, peripheral busy work and deal fatigue. Smart Selling Configure price quote software CPQ Solution sales effectiveness sales performanceThe Sales Case. Do you need a CPQ solution?

Does Your Sales Team Need a CPQ Solution?

Cincom Smart Selling

Configure-price-quote covers a lot of functional territory. CPQ helps to prevent that by making sure the rep is equipped to handle nearly any objection right now, on the spot. CPQ removes the obstacles of pricing complexity, customer objections, peripheral busy work and deal fatigue. Smart Selling Configure price quote software CPQ Solution sales effectiveness sales performanceThe Sales Case. Do you need a CPQ solution?

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team. But usually they aren’t considering the bigger picture, one that’s full of hidden expenses: Equipment, software, G&A, management and administration are significant added costs. Remember the old light beer tagline: “Tastes Great, Less Filling”? It was a best of both world’s brand promise, and part of a hugely successful campaign.

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

For example, here is a sample sales manager compensation plan typically used for a Software as a Service (SaaS) company (learn more about the software sales commission plan, here ). Together, they help power and motivate your sales force to reach objectives.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. If you have territories, assign a sub-goal to each.

Xactly Extends AI Based Sales Planning with Acquisition of OpsPanda

Xactly

Align corporate revenue objectives with sales and quota planning. With AlignStar , we provide the industry-leading territory design and planning software.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

For reference, here is a sample compensation plan of a Sales Manager role typically used for a Software as a Service company (learn more about the software sales commission plan, here ). Together, they help power and motivate your sales force to reach objectives.

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

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. Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see?

Understanding the Fundamentals of Effective Sales Rep Management

Xactly

While this may sound like a huge task to overcome, it can be done much more efficiently and effectively with sales rep management software. Take Advantage of Sales Rep Management Software. Sales territories lay the foundation for a successful sales plan.

Transforming Enterprise Sales Organizations With AI/ML

Xactly

It is quickly transforming due to a variety of software tools aimed at helping improve day-to-day execution of the sales process. Ultimately, your sales compensation plan should drive sales behaviors that help achieve company objectives and drive growth.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Value-added Resellers (or VARs) purchase third-party software to sell to the end user at a markup bundled with added features, integrations, configuration or other professional services. In addition, they purchase third-party software to bundle with these services.

Six Creative Sales Contest Ideas that Can Increase Sales Performance

Xactly

When you have the answers to the above questions, you can then customize your contest to reach your desired objectives. You should have no more than three objectives per contest. Anyone who reaches that objective can leave early on Friday.

4 Steps to Increasing Sales Ops' Clout

Sales Benchmark Index

If new mapping software allows you to build more efficient territories, do the math. Sales buy-in can help Marketing make their revenue objectives. Recently, I was with a client discussing their long-range strategy for sales.

The Future of Finance: 10 Things CFOs Need to Consider About Technology

Xactly

Most “software” problems are truly data/analysis problems. Leaders will hear that current software needs to be replaced because metrics aren’t looking promising–“I need this software/tool to solve this problem.”

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If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

It is impossible to outrun the drag of vacant territories. a provider of software to simplify and improve business operations and customer communications. Storer found that utilizing more objective information allowed hiring managers to supplement the interviews and background information with a third vantage point. The assessment can be a great objective tie-breaker.”. Turnover is a fierce headwind for leaders of Sales and HR.

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The Ultimate Guide to Sales Forecasting

Hubspot Sales

An accurate sales forecast requires the following elements: Individual and team quotas: To gauge performance, you need an objective definition of “success.”. Sales forecasting can play a major role in your company’s success ( and your own career development ).

Hiring a sales rep: How to write an effective sales job description

Base CRM

Summary objective. Zendesk Sell began when we were frustrated by our own experience with CRM and was founded in 2009 based on a strong internal belief that businesses deserve better, smarter software. As an Account Executive at Zendesk Sell, you will be responsible for managing and closing opportunities within a territory. Develop and manage relationships with prospects and accounts within your assigned territory.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (CoreSite)

Xactly

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Software implementations or new development work usually encounters unforeseen hurdles.

Implement an Account Management Process Before It’s Too Late

Sales Benchmark Index

Optimize sales territories , and. With product development and marketing working in harmony customers should also be able to access support tools enabling them to customize software or platforms for themselves. The most effective way to generate leads is by conducting a business review meeting to ask customer questions such as: What are the businesses core objectives? Over the next four years the Cloud Computing market is going to double. Yes, double.

Sales Performance Management: What It Is, And Why You Need It

The Brooks Group

A key objective of the Sales Performance Management process is to educate and motivate sales professionals to set their own goals—and reach these goals by following sales effectiveness best practices. It’s Not Just About Software. More Effective Territory Management.

7 Methodical Approaches to Increasing Revenue Velocity

Smart Selling Tools

And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. Velocity, as a word, is a “measurement of the rate and direction-of-motion of an object.”

Measuring Success in Sales Operations

InsightSquared

Putting out reactive fires, supporting reps, managing territories, reporting, building new functionality and processes in the CRM, and much more. JIRA is my favorite but other software such as Service Cloud works well too.

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. You can see her articles regularly on the Software Advice blog.

The Top 29 Sales Blogs Every Sales Professional Should Read

Hubspot Sales

As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs. OpenView is a venture capital firm focusing on early-stage software companies. Best Sales Blogs: Sales Hacker. Heinz Marketing.

Enterprise vs. Small Business: The Difference in Commission Structure

Xactly

It’s important to structure your compensation plan with your end objective in mind. An Enterprise company might very well offer a medium base salary and a medium commission because they already have an established pipeline of incoming sales and managed territories.