The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Not only more, but more diverse way to plan and execute to exceed quota. I talk a lot about focusing on prospects’ Objectives. Sure, everyone has the goal of making quota, or improve prospecting, but the question is how?

Territories 201

Territories Objections Quota Proposal 201

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory?

Territories 123

Territories Lead Rank Lead Scoring Top of Funnel 123

Xactly

AUGUST 13, 2018

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. See if your sales territories have room for improvement.

Territories 70

Territories Software Software Benefit 70

Crunchbase

AUGUST 2, 2021

In the “Crunchbase 101 for Sales” series, you’ll learn how to leverage Crunchbase’s all-in-one prospecting software to streamline your sales workflow and crush your quota. Your quota isn’t getting any smaller, and your territory isn’t getting any bigger. So, how do you find more qualified leads in your territory, faster?

Ideal Customer Profile 64

Ideal Customer Profile Sales Qualified Lead Territories Leads 64

Sales Hacker Training

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. 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. BDR achievement has remained steady.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

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

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

Openview

DECEMBER 19, 2018

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.

Territories 89

Territories How To Intent Guarantee 89

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

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

The Pipeline

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. How are they selling and negotiating with prospects? You should be upgrading your base as often as your phone. Margin Of Error.

Margin 188

Margin Commission Territories Negotiation 188

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

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

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 50

Territories Demographics Travel Distribution 50

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. Q2 : 99% of quota. Q3 : 44% of quota.

Quota 88

Quota Forecasting Buyer Persona Networking 88

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 83

Quota Hiring Compensation Motivation 83

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

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

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. They not only give away their time; they pay the prospect for the privilege of doing so. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

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

Steven Rosen

FEBRUARY 11, 2024

Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging. For each leading indicator, like prospecting activities, sales leaders should pinpoint the specific training or coaching required to master that skill.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Sales 2.0

FEBRUARY 13, 2020

This post is about an interesting place you can look for “suspects” when you are prospecting. A rep has a quota to make and feels under-the-gun. Caveat: Check that the company fits with your ideal prospect profile before you invest too much time in them. You want to start to nurture your territory.

CRM 195

CRM InsideView Ideal Customer Profile Territories 195

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

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Quota Changes. This is a fact of life for salespeople, and as they become more experienced, they can expect a change in quotas from year to year. See item 5.

Territories 124

Territories Quota Sports Compensation 124

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

The Pipeline

NOVEMBER 7, 2016

That lie then forces them to lie about the necessity to prospect, after all they tell themselves and their manager, “Just look all the things I have going on in my pipeline.”. Given that quotas and conversions are numbers, and you’ll need those inputs to plan your success.

Wireless 303

Wireless Face-to-face Pipeline Distribution 303

The Pipeline

AUGUST 6, 2019

When the prospect tics enough of the boxes, their qualified. The current approach tends to set the bar somewhat low, taking away valuable time that can be spent with real prospects. So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

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

The Pipeline

MAY 7, 2019

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. This leads to their success standing on twiggy legs.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

SBI Growth

MARCH 23, 2013

Let’s look at a common scenario: Bob receives his quota number for the year. Territory Potential - Top Down. Inputs: Revenue potential by territory. # of prospects. Average calls required per prospect. This is done by calculating the breakeven cost and impact a sales rep has on revenue in a territory.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Routes to market must align with how your customers and prospects want to be served. A bad comp plan with good quotas will drag you down.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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. They have no idea how they are going to make quota. Quota is missed most by this group.

Quota 127

Quota How To Penetration Face-to-face 127

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

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