Benefits of Territory Mapping Software

Xactly

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.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. But can you, the Sales Rep, make a living in this new patch? Why Territories Change.

The Key to Sales Territory Mapping

Xactly

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.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

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.

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Many companies have adopted technologies like customer relationship management. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. of the sales toolkit.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design.

How to Optimize Sale Territories for a Strategic Advantage

Xactly

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. The Effect of Bad Territory Planning on Sales Performance.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. How Market Focused Are Your Territories?

How to Strengthen Sales Territory Planning with Data Intelligence

Xactly

Company’s sales planning is extremely essential because it essential acts as the blueprint for achieving corporate goals. The foundation of sales performance management (SPM) and key to business success rely heavily of efficient and effective sales planning.

5 Benefits of Territory Mapping Software

Xactly

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.

Is Your Employee Ready To Be A Sales Manager?

MTD Sales Training

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. But does that fact that they are a good salesperson mean they will make a good manager? The truth is that the skillsets needed to manage effectively are a lot different to those required to sell effectively.

Five Elements of an Effective Sales Territory Map

Xactly

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. See if your sales territories have room for improvement.

Marketing hacks to make you a sales management guru

Sales and Marketing Management

Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not.

How to Choose the Right Sales Manager for Your Company

Closer's Coffee

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. Companies need great sales managers.

Six Keys to Manage Your Sales Territory More Effectively

Janek Performance Group

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. In tandem with our most recent white paper on Developing an Effective Sales Territory Model , we want to share some best practices that help you maximize the revenue from your turf. Sales Prospecting Sales Enablement Sales Management

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What sales skill sets and capabilities (e.g.,

Practical Market, Territory and Account Planning

Pipeliner

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. Market Understanding – The fundamentals are the bedrock for sound business decisions, focusing on: Accounts: Verticals, challenges, sizes, sales cycles, market attraction, etc.

Are Sales Managers Coaching Reps to the Right Outcomes?

SalesLatitude

What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Are sales managers coaching to the right outcomes?

Four Reasons Sales Managers Fail

MJ Hoffman

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives.

Four Reasons Sales Managers Fail

MJ Hoffman

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.

7 skills you’ll need to become a sales manager

Close.io

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. First and foremost, what exactly is a sales manager?

The Sales Manager New Year’s Resolution: 3 Do’s & 3 Don'ts

Sales Benchmark Index

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.

Sales Manager, How Are You Performing?

Partners in Excellence

I want to have a heart to heart with Sales Managers/Executives. Sales people and others can listen in if you want. After all, the data on sales management turnover is pretty disturbing—the average longevity in the job is 20 months.

7 Key Responsibilities of Sales Managers

Pipeliner

Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate and could be hands-off. Sales Management

Sales Manager—Business Manager Or Coach?

Partners in Excellence

The responsibilities of a sales manager are very broad. Frontline managers have to work to make sure each person on the team is performing at the highest levels possible. At the same time, there’s the “business management” aspect of the job: Are we going to make our numbers? Are we managing our budgets effectively? Too many sales managers spend too much time focusing on the business management aspects of their jobs.

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. Prospect Needs Analysis.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team.

Sales Management SOP

Partners in Excellence

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. Overall Sales Strategy. Business Management. People: This category focuses on getting and developing the right people in place to execute the sales strategies.

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. Prospect Needs Analysis.

8 KPIs Every Sales Manager Should Measure in 2018

Hubspot Sales

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Download our free report here to learn the top 3 metrics ranked by sales professionals.

Sales Managers Don’t Produce Revenue, Sales People Do!

Partners in Excellence

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. It’s an important point that too many in sales management don’t understand. It’s their jobs to find the deals, qualify them, and manage them to closure. It’s their jobs to develop and execute winning sales strategies. Undoubtedly, as a top sales performer, you made your numbers.

Sales Reps Love Their CRM!

Smart Selling Tools

Sales reps love their CRM. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it.

CRM 104

7 Leadership Interview Questions to Ask a Sales Manager Candidate

Hubspot Sales

The jump from salesperson to sales manager is extremely challenging. A manager has an entirely different job: Leading, inspiring, coaching, and training a team. Some managers are hands off. It’s detailed, authentic, and foreshadows how she’d act as a manager.

ACT 101

Should Salespeople Prospect Anymore?

Your Sales Management Guru

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.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. Sales Enablement.

Tools 139

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

The Pipeline ? Prospecting With E-Mail

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Wim @ Sales Sells.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Sales Skills , Tibor Shanto , Time Allocation , Video.

Social proximity account plan

Sales 2.0

A great point highlighted on the Linkedin Sales Blog. Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. Prospecting Sales Management