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

Part II The Territory & Quota Management Revolution

OpenSymmetry

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. These people are all operating exclusively in “me-too territory”?. When we move into center field, we find ourselves in “me-first territory:” These salespeople bring much more to the table and have a much wider commercial bandwidth.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

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. Spring is here.

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Sales Data Or Insight Driven?

The Pipeline

One example is territory optimization, and not just in the traditional sense, but by matching types of buyers with types of sellers. By Tibor Shanto – tibor.shanto@sellbetter.ca . The other day I go a resume that had a familiar phrase in it, “John Smith – A Data Driven Sales Professional.

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If Technology is Not the Answer to Solving Sales Problems, What Is?

Sales Benchmark Index

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. A new Territory Design was deployed based on World-Class metrics.

Hunters In Major Accounts?

Partners in Excellence

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory.

Why Technology Can't Solve Sales Problems All By Itself

Sales Benchmark Index

There was no Sales Territory Design in place. Regarding the client mentioned earlier, we approached the problem by focusing on one of the four problems we saw in the field: Territory Design. A new Territory Design was deployed based on World-Class metrics.

New Logos, Account Development, Hunting

Partners in Excellence

If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve. Imagine a sales person looking at a different territory doing the same things.

Salesperson As Entrepreneur

Partners in Excellence

” It could be an account, collection of accounts, industry segment, or geographic territory. It’s up to us to maximize the results produced in that territory. We have to use these resources well to maximize our achievement in the territory.

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

Sales and Marketing Management

Compare that to 2016, when CRM penetration surged to 74 percent but goal attainment dropped to 55.8 This is unexplored territory?—?and Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see?

5 Tips for Designing Successful Sales Incentive Compensation Plans

Xactly

An understanding of each territory’s potential: Reps should be rewarded for their results, not the quality of the area in which they sell. That means their quotas and targets should specifically take into account the potential of their territory.

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

What geographies are under-penetrated? Deliver the estimated up-sell potential for all customers by territory. Provide all prospects with estimated opportunity value by territory. Today’s post is the first of three directed to Sales Operations leaders.

Micromanage Me, Please

The Pipeline

I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration. By Tibor Shanto - tibor.shanto@sellbetter.ca. The best way to turn a positive in to a negative is to give it a nasty name.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). If you have territories, assign a sub-goal to each. What’s a sales plan?

10 Best Practices for Enterprise Sales Team Management

Xactly

This is a sales process that enables sales teams to penetrate, cover and grow various large strategic accounts. It is a structured methodology that enables virtual account teams to deploy account resources to penetrate and cover all available opportunities.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW.

One Chart to Compel the CSO to Implement Your Sales Strategy

Sales Benchmark Index

Demonstrate changing territory penetration rates. “Businesses are idea marketplaces where business managers compete for attention, budget and headcount by selling their idea.

Does Every Review Become A Deal Review??

Partners in Excellence

Pipeline reviews, territory reviews, account reviews, opportunity reviews, call reviews. The same thing happens in account or territory reviews. We start talking about the account or territory plan, and within a few minutes, a deal pops up and we shift our focus to a deal. But we can’t overlook territory, pipeline, account, and call reviews. Are we maximizing our penetration of the territory? What can we do to maximize our share of the territory.

Talk To Someone Different Or New!

Partners in Excellence

If we want to extend our share and penetration of an account, we have to aggressively extend our relationships. If we want to extend our share and penetration of our territories, we have to meet new people at companies who currently don’t do business with us.

New Product? Don’t Forget to Update the Sales Compensation Plan

Sales Benchmark Index

Obtain market penetration projections. This benchmark will help determine how the market has shifted in terms of pay practices, total target compensation, territory management, etc. Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps.

7 Leadership Interview Questions to Ask a Sales Manager Candidate

Hubspot Sales

The optimal response would sound something along the lines of: “First, I’d analyze the data: Average rep performance, territory penetration, stage by stage conversion rates, time to hire, time to ramp, sales velocity, and so forth.

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The Strategic Account Manager – How do you Compensate This Critical Role?

OpenSymmetry

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? As a large, complex organization, they were approaching the Penetration Phase on the business maturity spectrum. increase utilization, penetration, cross-sell), and account sales planning/outcomes.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

The time to begin developing your Territory Sales Plan is now ! In addition to your individual lead generation efforts and responding to inbound inquiries, do you have any particular growth strategies for your territory? Do you wish to increase account penetration with core products?

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

It takes time to hire, train, and build a critical mass of capable salespeople who can penetrate new accounts. Since the sales organization is fully staffed and the territory coverage model is complete, the challenge is where to find the additional revenue to meet the growing annual target.

2018 Plans are Set–Time to Execute!

Pipeliner

Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross selling opportunities, compensation, and strategic and key account designations. The plan’s brevity forces key players to make decisions on which channels to market, key strategies to penetrate each, and which team members will be assigned.

Your Channel Partners Aren’t The Enemy!

Partners in Excellence

Without these partners, we can’t achieve the growth and market penetration we expect. We would never think of withholding information our sales people need to be successful in developing business in their territories–it has to be unthinkable to withhold information our partners need to be successful. We know we need to help our people develop and execute their territory, account, and deal strategies.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. That’s me with Sassy.

If Your Sales Strategies Don’t Include at Least One of These, You’re in Trouble

A Sales Guy

Realign territories. If you have poor product penetration rate in your existing base, then mine the base might be a key strategy for 2013. 2013 is just around the corner. We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number.

The Pipeline ? Social Selling University ? Webinar

The Pipeline

How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames. Territory Alignment. Home About The Pipeline. Contest.

Performance Management Friday — Wallet Share

Partners in Excellence

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. Sometimes we use “share of customer” or account penetration as other terms for the same metric. ” Realistically, that may be very difficult, but we want to grow our penetration and importance to the account. This week we’ll focus on a metric critical to major, global or key account managers.

Selling Internally

Partners in Excellence

We get the programs and products we need to better penetrate our territories. We know the importance of selling internally. We get support, resources, and commitments to help us close deals with our customers.

Sales Quota and Business Objectives

A Sales Guy

Does the strategy call for new logos, increase in margins, new territories, new partners, selling down stream, selling up stream? If the strategy calls for new account penetration or new logos then considering creating quota based on new account revenue. Yesterday I talked about setting quota. I realized it was a much bigger topic than I realized so I promised I would break it down into a series of posts. I’ve decided to start with aligning quota with business objectives.

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How to Know in January if Your Reps are Gonna Miss Their Quota come December

A Sales Guy

How are they going to penetrate 6 new logo’s? How are they going to grow their territory? As VP of Sales or Head of Sales, making quota is your job. It’s the sole purpose of your existence.

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How to Scale a Sales Team In The 21st Century – Part 1

A Sales Guy

You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. We all wanna get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look at TechCrunch, Mashable, and every other tech publication, and it’s clear. Growth is the goal. But there ain’t no growth without a highly functioning sales team.

You’re Making The Number, But Are You Achieving Your Potential

Partners in Excellence

I’m an unapologetic believer in the concept, “It’s your God-given right to 100% share of customer and 100% share of territory.” ” Everything I’ve been taught, everything I’ve taught or coached has been around maximizing the full potential in the “territory.” But when you see different data–share of the account, share of the territory, share of the market segment.

The Pipeline ? Mine the Gap!

The Pipeline

The reality is that what makes the process a challenge for most is not the upfront work, which does take effort, but the ability and willingness to ask the penetrating questions that pierce the Status Quo, and lead to Engagement. Territory Alignment. Home About The Pipeline. Contest.