Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

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. Take Assessment.

Territories 70

Territories Software Software Benefit 70

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Hubspot Sales

APRIL 12, 2023

Reasons to Be Tracking Sales Activity 3 Steps to Implementing Sales Activity Management Top 10 Sales Tracking Software Reasons to Track Sales Activity Increased Revenue Sales activity management can help your team increase revenue. Reverse-engineer your sales process.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. Every sales manager wants a team of ‘A’ players.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Xactly

MAY 30, 2018

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. Download Guide.

Territories 61

Territories Research Travel Survey 61

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. .

Territories 68

Territories Demographics Travel Distribution 68

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. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 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

Sales Hacker

DECEMBER 9, 2022

According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Here are my top 5 tips to be part of the 10% who do sales planning right. Try This Instead.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. by Howard Brown, CEO of ringDNA.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? On a recent episode of the Reveal podcast, we connected with Michelle Benfer, VP Sales at HubSpot, for answers to these and other questions that are top of mind for revenue leaders. Creating Balanced Territories.

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62

Sales 2.0

FEBRUARY 15, 2023

Here’s your revenue increments. Forecast management needs to be overhauled A third area ripe for AI is forecast management. “In In my experience a lot of sales managers are keeping deals in their heads and they spend a lot of time discussing what they think is going to close and why.

Conversion 195

Conversion Amdocs Territories Forecasting 195

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.

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.

Territories 50

Territories Demographics Travel Distribution 50

SalesLoft

FEBRUARY 19, 2020

The Revenue Methodology & Mastery track focuses on tactics around innovation and efficiency to nurture deeper client relationships and accelerate revenue growth. Who Should Attend Revenue Methodology & Mastery Sessions? Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. 3 Must-See Sessions.

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

Xactly

JUNE 18, 2018

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. Capacity management. Download Guide. Quota allocation. Forecasting.

Territories 54

Territories Data Hiring Quota 54

Janek Performance Group

JULY 12, 2018

You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales.

Territories 59

Territories Maximizer Sales Leadership Revenue 59

Apptivo

JUNE 22, 2023

Why is it important in sales management? CRM Functions to Speed Up the Sales Process 5. Footnotes In today’s fast-paced business environment, effective sales management involves more than just charm and persuasion. Why is it important in sales management? What is a CRM? Functionalities of CRM 4.

CRM 52

CRM Sales Management Lead Rank Lead Scoring 52

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. 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. Because of this, Todd isn’t extremely competent on relevant sales skills.

Territories 303

Territories Hiring Quota Sales Leadership 303

Nutshell

SEPTEMBER 9, 2020

Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.

Software 71

Software Software Tools Sales Management 71

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Partners in Excellence

JULY 5, 2016

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! Our people are responsible/accountable for producing revenue.

Revenue 49

Revenue Sales Management Face-to-face Maximizer 49

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Janek Performance Group

JANUARY 16, 2024

Without the incentive of commission or performance-based bonuses, salespeople may lack the motivation to go above and beyond in driving sales results. Sales managers will have to think of nonmonetary alternatives as motivators. As a result, the organization may lose the benefits of a united and collaborative sales team.

Compensation 118

Compensation Salary Commission Margin 118

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Put people before processes.

Hiring 93

Hiring Revenue Face-to-face Quota 93

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. What is your sales process? First, it depends.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

InsightSquared

MARCH 5, 2021

Throughout his three decades of experience running revenue organizations, he has seen the good — and plenty of the bad. In this series, , he will share his experiences, providing other CROs and revenue leaders insights from his lessons learned. This issue is even more challenging when it comes to our most effective sales reps.

Forecasting 62

Forecasting Data Revenue Analytics 62

SBI Growth

JANUARY 10, 2014

Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Sales can’t rely on marketing alone.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.”

Closing 121

Closing Territories Decision Maker eBook 121

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. The word has come down - sales costs need to remain flat next year. How it Begins. Make it Pay Off.

Segment 288

Segment Customer Territories Penetration 288

Closer's Coffee

JUNE 19, 2019

How to Choose the Right Sales Manager for Your Company. The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Many organizations “promote” their best seller to a sales management position.

Hiring 74

Hiring Sales Management Company How To 74

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Pointclear

SEPTEMBER 12, 2018

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. These three often-overlooked elements are critical to optimizing sales performance: 1. Deploying Sales Resources 2.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. Territory Adjustments. See item 5.

Territories 124

Territories Quota Sports Compensation 124