Benefits of Territory Mapping Software


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.

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.

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.

The Key to Sales Territory Mapping


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


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.

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.

Research Reveals Best Practices for Sales Territory Design


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. Sales Sales Territories

How to Optimize Sale Territories for a Strategic Advantage


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.

5 Benefits of Territory Mapping Software


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.

How to Strengthen Sales Territory Planning with Data Intelligence


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. Sales Planning Sales Territories

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.

Five Elements of an Effective Sales Territory Map


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. .

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. Before we dive in, let’s take a quick look at the most-prospected-to industries.

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.

Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter

John Barrows

Amir has traveled far and wide having started businesses young and learn the hard way. John and Amir talk training, customer success, AEs and why they should prospect, a challenge in outsourcing and more. In this podcast you’ll learn: Why AEs should be prospecting.

Oracle 248

Challenges Setting Up New Sales Office


What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. This way, your SDRs minimize travel time and instead focus on prospects within a specific cluster.

How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

No matter how many prospecting touches you are expected to make, it is up to you to take the reins and change how you present yourself. You can probably get away with not developing the kind of trusting relationship that leads to a prospect becoming a customer who stays with you for life.

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Answering the following questions enables companies to create valuable ranked prospect lists. Geography (Travel Time). It’s that time again.

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

Sales Benchmark Index

TRAVEL. Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. SOCIAL PROSPECTING.

March Sadness

The Pipeline

But based on numerous sources, many do not have a clue where they are at the end of Q1, and are destine to continue to travel the rest of the year in the same clueless bliss. Despite the talk of ABM, many reps do not extend that work into a territory execution plan or account plan.

Quota 209

How to Construct the Perfect Target List

Sales Benchmark Index

There was a change to your territory. The problem is they don’t know the details of your territory like you do. Answering the following questions enables companies to create valuable ranked prospect lists. Geography (Travel Time). It’s that time again.

The Pipeline ? Work Your Cycle not the Calendar

The Pipeline

Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Prospecting. Territory Alignment.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

Because of Dale, I always thought it was cool to have a career where you did not need to travel anywhere – and have amazing relationships with customers- at the time it was all done by phone and fax - way before video conferencing. Travels and makes in-person calls.

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

Jonathan Farrington

I am on my travels today, so I have asked my good chum Nancy Nardin to cover for me: She is a superb author and I know you will enjoy this post – JF. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

Inside Sales vs Outside Sales: Pros & Cons


The strongest sales teams benefit from a good mix of introverted and extroverted reps to connect with their varying customer and prospect personalities. The sales person and prospect rarely meet face-to-face, but rather through a phone call or an online meeting.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

Travel apps. In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers. It’s an online productivity tool for those often finding themselves traveling, in flights, or in online meetings. Best Travel Apps.

Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

Smart Selling Tools

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Travel light. Unless you live under a rock, you know that Salesforce’s annual event, Dreamforce, is just around the corner.

Vendor 108

How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips)

Sales Hacker

Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. A majority of reps focused on margin, and gave up prospecting for new accounts.

Margin 305

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

Travel. FlightTrack Pro – One of the biggest pain points in a traveling profession is, you guessed it, traveling! Prospecting. Territory Alignment. 3 R’s of Prospecting Success. Home About The Pipeline. Contest. Free Resources. Search.

Sales Efficiency - Has Google Provided us with the Golden Egg?

Understanding the Sales Force

If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Click on the days in the calendar to see exactly where you traveled and when you traveled on that day.

Google 160

6 Things to Consider When Adding Foreign Partners


If you’ve ever traveled, you know you can never assume that things are going to be the same country-to-country. Pro Tip: Do research on the behaviors, actions, and values of the countries that your prospects are in before expanding. Howdy, Zdravo, Bonjour, Ciao, Hola.

3 Key Findings from SiriusDecisions Summit

The ROI Guy

Your prospects have fundamentally changed, now more empowered, risk averse and frugal than ever before – a condition we call Frugalnomics. As a result, your prospects don’t really care that you have new features, or even a new product, but how you can boost their bottom line.

7 Key Considerations For Setting Aggressive Yet Achievable Sales Targets


New territories or geographies. Once targets have been set and communicated to the executive team and Board of Directors , then all that’s left for the sales leader to do is coach proactively and help the team members perform their best in every single prospective customer conversation.

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

This is how the sales compensation plan should work for reps in a prospecting role. AE ($160k) and ½ a CSM ($120k/2) to prospect/win and onboard 20 deals/month at $25k ACV. Travel and Lodging. Auto travel: Reimbursed at the current federal reimbursement rate.

How to Work Remotely in Sales

Don on Selling

And finally, many companies, both small and large, prefer having salespeople work remotely in defined territories to save on travel expenses when visiting important customers or prospects, or attending trade shows.

Skype 52

Don’t Blow It: 5 Steps to Making Your First Sales Hire

Hubspot Sales

If you’re an entrepreneur who’s spending more than two hours a day on interacting with prospects -- or generating new business -- it’s probably time to hire a salesperson who can take over for you. Travel: Is there travel involved?

Salary 109

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

If you have territories, assign a sub-goal to each. Identify 100 potential prospects and assign tiger team to each. Travel costs. What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles.

How to Evaluate Sales Performance to Improve Your Team’s Success

The Brooks Group

For current team members, use your one-to-one meetings to communicate expectations around goals, their sales territory, and the key performance indicators you’ll be tracking.

Sales Tips: 3 Do's and Don'ts for the Sales Manager

Customer Centric Selling

TRAVEL Travel is another area where managers waste valuable hours. You''re not going to be able to stop traveling. Start the year by prioritizing the prospect universe. SOCIAL PROSPECTING The customer is getting busier and busier.