4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. You may need to call on customers and prospects in unfamiliar areas. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain.

Uncover the Blind Spots in Your Territory

Sales Benchmark Index

When your territory is changed, it opens a lot of questions for Sales Reps. To answer those questions, we built a Territory Evaluator. This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Why Territories Change.

Trending Sources

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

Sales Benchmark Index

Subsequently, this leads to smaller territories. Determine potential by segmenting your customers and prospects. Determine potential by territory. Matching quotas to territory potential will maximize your best territories. Give 'A' players the best territories.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

5 Steps for Designing Territories for your Top Talent

Sales Benchmark Index

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. In many organizations, territories are designed on historical precedent.

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.

What Makes Territories Unfair

The Sales Blog

What Makes Territories Unfair is a post from: The Sales Blog | S. Territory plans are mostly unfair. Territory plans are unfair to the clients within the territories because they are designed to ensure that the opportunities have coverage, not that the right salesperson is assigned to the right prospect. Territories aren’t built on the criteria of who the best person to create value for the client would be. When is a geographic territory the best plan?

When Did Prospecting Become Optional

The Sales Blog

Maybe, because you can’t see that your sales reps have been spending way too much time with their existing clients, you haven’t recognized the fact that there aren’t enough prospects being moved into opportunities. If you want to produce better results than your peer group, prospecting will provide that result. If you want to create more opportunities and win them at a much higher rate than what comes to you through inbound marketing, prospecting will provide those outcomes.

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. The post Reaching Prospects appeared first on Score More Sales.

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

Power Prospecting. Territory & Account Planning. How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

Tools 96

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

Smart Selling Tools

Prospecting & Sales Intelligence. Territory Management & Quota. 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.

Tools 87

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Plan2Win software helps salespeople like you develop territory and account strategies. With Plan2Win, you can plan how to best optimize your territory and win the most business from your accounts. Yesware is for Gmail users who want to lasso the horse-power of email to improve the quality and timeliness of prospect communications and reduce the hassles of logging prospect activity. Tweet Spring cleaning to rejuvenate sales. Spring is here.

Tools 118

What’s it Like in “Me Only Territory?”

Jonathan Farrington

The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment …. These people are all operating exclusively in “me-too territory”.

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.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

"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.

Back from Vacation? Time to Get Your Prospecting Mojo Back.

Productivity and Motivational Tips for Inside Sale

That’s especially true of one of the toughest job in inside sales: prospecting. Effective prospecting is something that’s built over time and requires some long-term momentum that you maintain day after day. They prepare while dialing their prospect.

Skype 33

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

DiscoverOrg Sales

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. How about Territory Analyst Manager?

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.

Sales is (Becoming More of) an Inside Job

Tech Bytes

At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. Kyle Heller ZS Associates sales force effectiveness territory design ZS Inside Sales High Tech Sales operations

Skype 33

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Nearly every company gets to the point where they must realign territories, accounts or roles. Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. Image Copyright 123RF Stock Photo.

We Can’t Sell Collaboratively – or Even Consultatively – if Our Prospect Won’t Let Us!

Jonathan Farrington

After I wrote that post, I looked at “cronyism” and I realised that quite a high % of today’s sales population is still selling in this way.There are huge numbers of sales “reps” still making what I term “courtesy calls” on a regular basis, within a clearly defined territory, in the hope that there might be an order for them.

Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The sales person’s job is to maximize the share of account or territory for which they are responsible. We have to sell more within our territories and accounts every year.

Stop Selling For Your Competitor!

The Pipeline

Attitude Business Acumen Buying Process Communication Communication Strategy EDGE Sales Process Planning Proactivity Productivity Prospecting Sales 2.0 Sales Skills Sales Technique Territory Plan Tibor Shanto

Buyer 26

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Naturally, you don’t want to just mention a problem to your prospects.

Inventory Clearance B2B Style

The Pipeline

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. Prospects are similar, in as much that some will close, many more don’t.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. In short, learn everything you can about a prospect before you call. Prospecting.

Buyer 21

Hunters And Farmers…….Again

Partners in Excellence

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. A farmers territory may be defined as a set of accounts. There is a mistaken view that “farmers” don’t prospect.

New Logos, Account Development, Hunting

Partners in Excellence

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. That “territory” represents a single enterprise.

The Pipeline ? 3 R's of Prospecting Success

The Pipeline

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Prospecting. Territory Alignment.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Home About The Pipeline. Contest. Free Resources. Search.

Why You Need Targets

The Sales Blog

Not every prospect is right for your company, and your company isn’t right for every prospect. Some of what might look like prospective clients in your territory won’t perceive value in your solution. They gripe about not having a large enough list of prospective clients.

Sales Tips: "Just Do It!"

Customer Centric Selling

My suggestion is that BD should be an ongoing, consistent effort and that general territory salespeople should allocate 10% of their time regardless of how strong their pipeline may be. My suggested “stake in the ground” is to try to contact prospects every three business days.

Are You A Sales Hoarder?

The Pipeline

It is almost like they are living a role in a Monty Python movie, every prospect is sacred , not to be removed. The second area where you see strong evidence of hoarding is in their approach to territories. Territory Management Tibor Shanto

Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

actually means, the most basic definition is, “to use technologies like the ‘social web’ to discover and engage with prospects in a new way.” This can provide great insight into the adequacy of territory and account coverage.

Vendor 126

The Pipeline ? ?But we're not IBM?

The Pipeline

“But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. Territory Alignment. 3 R’s of Prospecting Success.

5 Tips to Crush Your Quota and Fuel Your Pipeline


How many times have you forecasted a deal on your quarterly or annual timeline (not the customers’ or prospects’ timeline) where you were frantically trying to close it without any compelling event tied to it? Talk to every key stakeholder in their territory/account on a regular basis.

Quota 122