An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. What is Sales Territory Mapping? Sales territory mapping is the process of building a visual action plan for outside sales.

Inside Sales vs Outside Sales

OutboundView

You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Let’s start with inside sales, as the rising stars in most sales organizations. . Inside Sales. Outside Sales.

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Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. are inside sales professionals.

The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. In soccer, the outfield players are positioned outside the goal area. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. Inside sales vs. outside sales?”. This means about 4.43% of the population is in sales. Sales Representatives, Services – 2,046,120 ppl. Inside Sales Reps.

Inside Sales vs Outside Sales: Pros & Cons

Xactly

Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Yet, alongside a motivating sales compensation plan, this competition drives the right sales behaviors and pushes sales teams to reach company goals and overachieve. Or, keep reading for more sales plan ideas. What is Outside Sales?

How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Where I have seen some of the greatest amount of pain is around territory design.

The State of Field Sales in 2020 (Plus Outside Sales Statistics)

Sales Hacker

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This article will cover inside vs. outside sales CRMs; the biggest challenges for outside sales reps, their leaders, and managers; time management; quota attainment; and outside sales technology. Our findings on field sales, its challenges, and solutions are summarized in this infographic. Outside sales reps.

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?

Sales Evangelist

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Inside sales vs outside sales Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Sales are like hunting or going on an adventure into a new world.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership. I noticed this tip from a post of theirs called 51 Tips for Sales Leaders – a fabulous list, by the way, so be sure to read it and come back. Stop calling inside sales inside sales.

In the Scramble for 2013 Sales Team Planning

Score More Sales

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. We suggest you don’t drag things out – make time now and hammer out issues of territory overlap, vertical territories vs. geographic, and come to a tentative idea, if not complete, by end of December (assuming you run on a calendar year). Some have completed theirs.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales. Let''s quickly compare inside sales to outside sales. Telesales - making transactional sales.

How to Build a B2B Sales Team Structure

Zoominfo

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. But what does the structure of a B2B sales organization look like as we enter the next decade?

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Choose Activity Goals to Grow Sales

Score More Sales

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Which Sales ADD Do You Suffer?

The Pipeline

Let’s take it as a given that all good sales people suffer some form of ADD, if you want to debate that, feel free to give me a call, but there is no denying that we bounce around like so many balls on a pinball table. But Sales ADD, like cholesterol, come in two forms, good and bad, the question is which do you have, and how is it impacting you and your success. Pretty much the common failings of many sales people. Sales ADD Sales Process Tibor Shanto

Why I Suggest You Not Buy the Business

Anthony Iannarino

I was a better salesperson before my manager forced me into an outside sales role, a position he needed to fill, and one in which I had no interest. My territory was the greater Los Angeles area, including Century City. Sales Call Planner Guide. Sales integrity

The power of incentive programs lies in their structure

Sales and Marketing Management

Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales. It’s time to let go of the myth that a contest with only one big winner of a huge grand prize will get everyone in the sales force engaged. based sales forces. While culture and social norms may require finessing the application, all of these can be adapted to work in a variety of corporate sales situations.

Stop Asking About Past Quota Attainment in Sales Interviews

Sales Hacker

According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. In today’s market, if a candidate missed quota in their most recent sales role, it likely doesn’t have much, if any, bearing on whether they can hit quota in the role they’re applying for. 6 Key Fit Factors When Hiring for Sales. What about inside vs. outside sales ?

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How to Acquire the Prospecting Mindset

Anthony Iannarino

Later, when my manager in Los Angeles forced me into outside sales, I dialed the phone from 8:00 AM until Noon, and then from 1:00 PM until 5:00 PM, until I was so busy with clients and meetings that I had to block time for prospecting. Sales prospecting

Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Before you can analyze a sales job, you need to know what to look for. This is to say: The industry you work in will determine the type of sales roles open to you, and vice versa.

Don’t Just.

A Sales Guy

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. establish new territories. create a sales operations function. establish and inside sales team. build an outside sales team. ” or “Let’s just create and inside sales team.” When we set out to “just” hire a new sales person we end up hiring a farmer when we really need a hunter.

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Register for one of our strategy sessions here to get in-depth knowledge on what the brightest Sales Operations leaders are doing today. Sales Operations Success = Insight + Execution.

Being Seen in an Inside Sales Job

Closer's Coffee

Inside sales representatives work with customers to find what they want, create solutions and ensure a smooth sales process. Sales representatives might work to find new sales leads, through business directories, client referrals, etc. Inside sales reps are friendly, well-spoken and ready to close the deal.”. This makes the inside sales role particularly challenging. Even the most outgoing of sales reps can have a reluctance to be seen on video.

Creating the Ideal Performance Culture

Sales Benchmark Index

Sales Operations is responsible for creating that winning environment. 80% of its sales team was outside sales reps. Those reps were covering an extensive territory and large customer base. The Sales Operations team moved to reorganize the group. Consider the metrics that will drive your top 3 sales objectives for the year. Success is based 50% on talent and 50% on performance conditions. As you plan for 2014, are you investing enough in both?

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Six Key Principles To Managing Remote Sales Teams

Crunchbase

The solution required a distributed and remote sales force, with reps living in central locations so they could cover multiple countries and languages. Tactically, our team was composed of both inside and outside sales reps and, more strategically, we made sure we stayed close as a team, connecting virtually on an almost daily basis. . We also employed the following six key principles, which are vital for any sales organization with remote team members. .

Shopping for Sales Pros: Now is a Great Time to Optimize Your Team

The Brooks Group

It’s a buyers’ market right now – and talented sales professionals are among the available resources looking to prove their value to you. For companies who have the resources to do so, or are bullish on their future, now is the ideal time to upgrade your sales talent in a bid to refortify for the “next normal.” . So, what are some ways that upgrading your sales team may be necessary for you right now? Sales Training

Your Sales Year is Coming to an End. Are you ready?

InsightSquared

Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? Closing out the last month of the year without a fully baked sales plan is a recipe for failure.

What is Inside Sales? The Definition of Modern-Day Selling

OutboundView

Sales organizations today are commonly organized in two groups, outside sales and inside sales. Outside salespeople are responsible for closing new business. Inside salespeople reach out to possible prospects and find new sales opportunities. Inside salespeople are also called business development representatives, or sales development reps. They will then pass on that opportunity to the outside sales rep (sometimes called an account executive).

The 3 Big Faults Sales Finds with HR

Sales Benchmark Index

She is the new HR Business Partner to the Sales Organization. This advantage will give her a long tenure serving sales. The advantage is being Outside-In. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!) The profile will be useful for HR Business Partners to become outside-in. Sales leaders can also leverage the profile to understand their peers.

Sales Compensation Best Practices

Engage Selling

Countless commission structures fail despite the best intentions of sales leaders. More fail when sales managers don’t explain their plans properly. Before you know it, inside sales is battling with field sales, direct reps are at the throats of the channel team, and you’re caught in the middle of the fray. Review and edit the plan with your sales manager, and bring a non-sales manager into the discussion for a different point of view.

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail.           What prevents a sales organization from achieving success?   After studying hundreds of sales organizations I have found the answer to this question is directly related to the challenges associated with their development stage. The Build stage is when the sales organization is first establishing itself.

9 Sales Dashboard Examples That'll Help You Set Up Your Own

Hubspot Sales

So, how can you visualize your sales data to make key decisions and analyze performance? The answer: A sales dashboard. What is a sales dashboard? A sales dashboard is a visual representation of your sales data. This information can often be filtered by different time periods, and many sales dashboards can pull in real-time data. How to Create a Sales Dashboard. Determine which sales metrics you'll track. Pick a sales dashboard provider.

The Crucial Points of CRM Implementation

Pipeliner

Sales Manager. Sales units—defined by territory or other category such as inside and outside sales. Sales Manager. Prior to learning CRM, a sales manager should understand pipeline management, activity management, and reporting. For example, what is the most efficient workflow between sales and marketing? Between sales and bookkeeping? When it comes to CRM implementation, I definitely know of what I speak.

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Quantifying Sales & Marketing Maturity

OutboundView

Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. They were in the middle of uncovering just how much work they had to do on the sales and marketing front. The existing sales and marketing leadership was really struggling with everything from top of funnel lead generation to building the right org structure. And, from a maturity perspective, how mature is the sales and marketing organization compared to those key competitors.

TSE 1013: How to Deal With Uncertainty as a Salesperson?

Sales Evangelist

Tom Libelt has been a salesman for almost 20 years; inside sales, outside sales, retail, large corporations – you name it. It can be a real roller coaster ride: Got a sale! … No sale…. Almost got a sale …hot lead! The ride can last two or three weeks before it lands on a sale. It is the same with sales. Tom and his no-nonsense approach have closed many sales. You have to prospect to fill the sales funnel. Sales needs momentum.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities. This approach to Agile Field Sales merges the benefits to reps and management.

Top 7 Utopian & Dystopian Shocking Sales Predictions

Tony Hughes

It's the end of the sales world as we know it. Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. could really be upon us: it may be an inherently flawed argument as sales people paradoxically could actually become more of a necessary 'evil' than ever before with increased sector complexity.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Let's take a look at what sales metrics are. Sales Key Performance Indicators (KPIs).

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SalesProCentral

Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. ” ” Sales Motivation Blog. .

Mapping The Sales Process: 7 Steps For Success

InsideSales.com

Doing sales process mapping can be fast and easy with these seven sales process steps. RELATED: 7 Most Common Mistakes In Sales Process Mapping And How To Avoid Them. In this article: A Business Needs to Have a Sales Process Map. What Is a Sales Process? Sales Process vs Sales Methodology. Types of Sales Methodology. Seven Steps for Sales Process Mapping. Other Tips for Mapping Your Sales Process. What Is a Sales Process?