Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Why is sales territory planning important?

4 Steps to Master Your Territory

Sales Benchmark Index

A higher sales number to hit. As a sales representative these are a few of the hurdles you may face. One of the most dreaded can be a change to your territory. You may need to call on customers and prospects in unfamiliar areas. Develop a territory management plan.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. But can you, the Sales Rep, make a living in this new patch? To answer those questions, we built a Territory Evaluator. Why Territories Change. The launch of a new sales strategy. (Ex.

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. entry when preparing quotes, proposals, and contracts--so much so that sales reps. Sales reps have.

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.

Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. My manager liked the approach and asked me to present the process to the entire sales team. How about Territory Analyst Manager?

How to Create a Sales Territory Plan: 5 Simple Steps

Hubspot Sales

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Constant changes in territory division hurt salespeople's productivity and take a toll on employee morale.

Five Elements of an Effective Sales Territory Map

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.

5 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

Since January 1 st , your top 3 sales reps have all left the company. These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. Getting the best reps in the best territories.

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?

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.

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.

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.

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.

A Critical Mistake In Handle Prospecting Objections

The Pipeline

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered.

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.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

This blog is for Sales Leaders running rapidly growing sales forces. Subsequently, this leads to smaller territories. It is dividing up the total sale target between reps. Typically sales leaders also add 5-10% to the number as cushion.

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.

How to Take Action on Your Territory Plan for a Successful Year Ahead

Openview

January is the month we, as sales reps, start anew. 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? SalesAhh, the New Year.

Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. The average lifespan of a Revenue Leader is less than two-years.

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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

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Top 10 Most-Prospected-to Industries of 2018.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

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.

3 Things That Kill Prospecting Calls

The Pipeline

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. And while it may be easy to get a sales job with little experience, it is harder to convince an experienced buyer to give you the same break. You want signals, go to Roswell , you want sales, get the appointment.

Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. The skinny on prospect lists is that one size does not fit all. Prospecting Sales 2.0

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Stop being haphazard about sales.

Are You A Sales Hoarder?

The Pipeline

A few weeks back I posted about how good sales people are prone to Attention deficit disorder (ADD) , well it turns there is another popular condition that many sales professionals suffer in silence, namely hoarding. Territory Management Tibor Shanto

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.

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Inventory Clearance B2B Style

The Pipeline

There are some lessons here for B2B sales people as well. Consider your pipeline as your inventory of prospects and opportunities, add to that the notion of time representing your shelf space, both finite, both needing active management. The Art of Sales Contest Winners!

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4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. Sales intelligence vs. lead lists.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. courtesy of InsideView.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

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.

"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 ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s 5 Ways to Boost Your Email Prospecting Response Rate. Stored in Attitude , Business Acumen , Guest Post , Proactivity , Sales Strategy , Sales Success , Sales Technique , Sales Tip , e-mail , execution. Prospecting.

Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. Attitude Business Acumen Buying Process Communication Communication Strategy EDGE Sales Process Planning Proactivity Productivity Prospecting Sales 2.0

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.

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What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Power Prospecting. Sales & Marketing Content. Sales Enablement.