SBI

FEBRUARY 7, 2019

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. They blow out their quotas and get pats on the back.

Territories 87

Territories Revenue Data CRM 87

Xactly

AUGUST 2, 2018

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . Take Assessment.

Territories 68

Territories Demographics Travel Distribution 68

Alice Heiman

MAY 10, 2022

It’s not uncommon for company leaders to start a sales strategy with a big sales number. Having a sales goal is important, but a sales strategy doesn’t start with the number of sales you need to hit your goal. In fact, a sales strategy ends with hitting sales goals. In fact, a sales strategy ends with hitting sales goals.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

DiscoverOrg Sales

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

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

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

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 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

Steven Rosen

FEBRUARY 11, 2024

For instance, if the goal is to increase prospecting activities, salespeople need the necessary skills in email outreach, networking, and asking for referrals. This confidence translates into better prospecting, improved account planning, and more persuasive sales messaging.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Hubspot Sales

MAY 14, 2019

The Top Quota-Killing Mistakes. They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. Experienced salespeople simply make different mistakes.

Quota 92

Quota Forecasting Buyer Persona Networking 92

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . ZoomInfo Salesforce Sync for Territory Management. Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging. One of the best examples involves a company introducing new business development goals.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

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 86

Quota Hiring Compensation Motivation 86

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. You’ve tracked down an employee at the prospect and the pay range seems about right. Are the best performers given the best territories? You’ll land a healthy bonus.

Territories 300

Territories Real Estate Compensation Quota 300

The Pipeline

JUNE 5, 2013

The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories. Coincidentally, around the percentage mark of where they were to quota. I think it has to do with the hoarder mentality that permeates sales thinking. “The

Territories 303

Territories Top of Funnel Account Funnel 303

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. His quota is approximately the same as everyone else. Yet he has 3x the average territory potential in his patch. Prospects fall into his lap with little effort. His boss does not want to split his territory.

Territories 303

Territories Hiring Quota Sales Leadership 303

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

The Pipeline

JUNE 8, 2017

While I agree that the focus should always be about quality over quantity, the reality is that no matter the quality of your prospects, you will need a given (minimum) quantity of quality sales in order to meet, or better yet, exceed quota. This may explain why so many sales people fail to achieve quota.

Proposal 228

Proposal Quota Commission Territories 228

A Sales Guy

JANUARY 21, 2013

As VP of Sales or Head of Sales, making quota is your job. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. I know who is going to make quota this year and who isn’t. Their strategies and approaches are specific and measurable. Quota is missed most by this group.

Quota 127

Quota How To Penetration Face-to-face 127

Chorus.ai

MARCH 5, 2021

There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy? Companies too.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Time and again, we go through dry spells and wonder how to hit our quota at any given period. Are you familiar with cross-selling strategies for prospective buyers? Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Revising the comp plan without aligning it to a defined sales strategy won’t work. Having a clear understanding of your ideal customers and prospects is essential to success. A bad comp plan with good quotas will drag you down.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Your compensation plan must align to your strategy. But your strategy must sync up with the market and your buyers. Are your territories designed to maximize time with customers and prospects?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

LeadFuze

JULY 14, 2023

Sales Manager Duties Digging deeper into their duties reveals an intricate tapestry woven with tasks like hiring top-notch talent for the sales department, training them to become stellar performers, assigning territories strategically, and setting challenging but realistic targets. Need Help Automating Your Sales Prospecting Process?

SalesManager 52

SalesManager Sales Management Strategy How To 52

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Proposal and Deal Closing – Find the reps with “constipated pipelines.”

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 113

Tools Closing Territories Hubspot 113

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. Do we have a history of reaching out to this contact?” “Has Think about it.

SalesForce 100

SalesForce Territories Intent Signal Buyer Persona 100

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . But to start, consider the following metrics in your sales performance analysis: Quota attainment: In 2017, the average quota attainment was 55 percent and this number is continuing to fall (yikes!).

Data 85

Data Top of Funnel Territories Compensation 85

Zoominfo

JULY 12, 2022

But expecting stellar results with a patchwork data strategy is a little like putting regular fuel in a racecar and expecting to win the Indy 500. A comprehensive, accurate, and up-to-date database that provides a more complete view of prospects. Simple enough, right? The results?

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Crunchbase

MARCH 13, 2023

Consequently, some may be finding that their leaders are focused on buzzwords like “efficiency” and “effectiveness;” asking them to maintain lofty quotas, even as they wrestle with reduced resources and fewer hands. For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups.

Territories 59

Territories Churn Face-to-face SME 59

The Pipeline

MARCH 27, 2017

Given the “advancements” in sales technology since the above statement was made, there is no reason why sales people should not be in a position to know how their year will turn out and what they have to do to make sure it turns out above quota. Your Quota Is Not A Plan. If you answered yes, then why are so many sellers achieving less?

Account Based Marketing 120

Account Based Marketing Quota Pipeline Construction 120

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. This eliminates the intimidation of a hard quota. Team-Based Plans With these plans, teams work together within territories of prospects and clients.

Compensation 118

Compensation Salary Commission Margin 118

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. Both have identical quotas, $5M. ” They say, “They have to prospect more!!!

Churn 106

Churn Marketing Qualified Lead Territories Pipeline 106

PandaDoc

APRIL 26, 2023

As such, your prospective employees will judge whether your company can be a good fit. 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.

Commission 52

Commission Salary Margin Scale 52

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Tasty – your offers to prospects must be enticing.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Trinity Perspectives

MARCH 22, 2018

This article is for you and more than anything, I hope one or two of the strategies I share will help alleviate your stress levels or release the pressure valve just a little bit. Sales doesn’t have to be terrifying: 5 strategies to reduce stress. Stressor: Sales targets, quotas, KPIs. Ah, sales quotas, don’t we just love them!

Strategy 62

Strategy B2B Face-to-face Quota 62