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

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. The Right Data for Customer Segmentation.

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. The Right Data for Customer Segmentation.

Territories 50

Territories Demographics Travel Distribution 50

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. You know the stereotype–the aggressive closer who is a road warrior with lots of overnight travel and is part of the old boys club.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

MARCH 27, 2017

Given the “advancements” in sales technology since the above statement was made, there is no reason why sales people should not be in a position to know how their year will turn out and what they have to do to make sure it turns out above quota. Your Quota Is Not A Plan. If you answered yes, then why are so many sellers achieving less?

Account Based Marketing 120

Account Based Marketing Quota Pipeline Construction 120

SBI Growth

OCTOBER 21, 2013

Reps must have the tools and support to win the big deals. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Score More Sales

AUGUST 20, 2012

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. Works a territory of some type. Carries a quota.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Sales tools. Travel costs. For example, maybe Rep Carol’s January quota is $5,000. Rep Shane, who’s still ramping, has a $3,000 monthly quota. Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Closer's Coffee

APRIL 23, 2020

They often travel to meet customers face-to-face, as well as to maintain relationships with existing customers at their place of business or interacting at networking events, trade shows and conferences. Travel could take up to between 40-50% of their time daily.**. Inside Sales Reps. But, there are other things to consider.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Pipeliner

MARCH 2, 2018

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. But he was not able to provide me with a viable territory. The job of a sales manager is to provide a succeeding environment for salespeople.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. But who has higher on-target earnings, better quota attainment, and brings in more revenue? Quota Attainment. of reps reach quota attainment each year. higher quota on average than inside sales reps.

Outside Sales 131

Outside Sales Hiring Face-to-face Inside Sales 131

Xactly

AUGUST 20, 2018

Companies in all industries are beginning to dip their toes into intelligent tools to grow their businesses. With the right data, companies gain key insights into sales performance and can use this as a driving force for designing sales territories, allocating quotas, and building compensation plans.

Data 45

Data Territories Compensation Incentives 45

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Hubspot Sales

AUGUST 4, 2020

Jill Fratianne , HubSpot North American Channel Account Manager, frequently reminds me that your quota is not an indication of your effort, your thoughtfulness, or your values. "If It breaks out everything he has to do for the year, with quota relief, number of deals, and deal size so he knows every day where he stands.

Positioning 139

Positioning Hubspot Face-to-face Quota 139

Hubspot Sales

NOVEMBER 28, 2017

Quota: What is the minimum acceptable revenue for the salesperson who’s been in this position for a year? Ramp-up quota: What will this salesperson’s ramp-up period be and what will their reduced number be in the meantime? Travel: Is there travel involved? Reporting structure: Who will this salesperson report to?

Hiring 106

Hiring Salary Compensation Social Media 106

SBI

SEPTEMBER 12, 2018

Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. It is an all-in-one connector of enterprise-class CRM-driven processes and the tools that people actually use day-by-day. Celebrate crushing your quota. Travel light.

Vendor 106

Vendor InsideView Hotels Hiring 106

SalesLoft

JULY 18, 2016

So, the tech-savvy sales development organizations may be sales operations’ biggest and baddest allies: eager to use new tools, refine their own process and become more efficient through sales operations data. Sales Executive Management: Ever wonder how those territories, duties and responsibilities are assigned? It’s all in the data.

Sales Operations 52

Sales Operations CRM Data Top of Funnel 52

Vengreso

DECEMBER 2, 2020

They test everything from the food we eat and the water we drink to airplanes that we’ll eventually go back to when we travel. the resources, tools, and activities required to carry out the strategies. You come up with the strategy and specific tactics, but it is the individual sellers who will execute in their own sales territory.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Partners in Excellence

SEPTEMBER 28, 2016

They help us be more productive, more efficient, more effective, more informed, manage our time better…… People will talk endlessly about the sales stack (all the tools we are providing sales people to “help” them), or the marketing stack. Research tools, company, market, industry, individual reasearch and preparation.

Marketing 48

Marketing Lead Gen System Tools 48

SBI Growth

SEPTEMBER 18, 2019

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

How To 254

How To Hiring Sales Travel 254

Don on Selling

DECEMBER 2, 2018

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. You can do this by either traveling to your company’s main office or by inviting your manager to stop by.

How To 40

How To Hiring Skype Travel 40

Nutshell

MAY 29, 2018

Your sales team is split into geographical territories, with each rep (or group of reps) responsible for a specific area. Identify the make-or-break stages in your sales process, and keep a close eye on how well leads are traveling through them. #3: This can be very helpful if…. 3: Win Rate. 5: Sales Forecast Accuracy.

Sales Process 82

Sales Process Top of Funnel How To Pipeline 82

Xactly

JUNE 18, 2018

Traditionally, manual processes, such as spreadsheets, have been the go-to planning tool, but they aren’t built for logic and can’t deliver valuable real-time insights. Quota allocation. Optimizing Territory Design with Data Intelligence. You can’t expect to hit revenue targets with quotas reps are unable to achieve.

Territories 54

Territories Data Hiring Quota 54

Crunchbase

JUNE 21, 2022

Inside sales strategies leverage technology to connect with leads and convert them into customers without the need for either party to travel or meet in person. Possible communication channels include: Email Phone calls Video calls CRM (Customer Relationship Management) tools Social media. Closing sales and achieving quotas.

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Sales Hacker

APRIL 17, 2019

To win at sales, you need the right tools. Social media tools. Presentation tool. Travel apps. Best Social Media Tools. It’s an online productivity tool for those often finding themselves traveling, in flights, or in online meetings. Best Presentation Tool. Mind Tools. month/user.

Travel 110

Travel Hubspot Microsoft Google 110

PandaDoc

APRIL 3, 2023

That includes: The cost of traveling to and from each prospect’s house for every conversation Expenses associated with company vehicle maintenance Money you’d otherwise spend on portable equipment for salespeople On top of this, speaking with more potential customers each day also contributes to reducing the cost of your sales.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Hubspot Sales

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. AEs are held to quotas. Thanks to the rise of email, social media, and web-conferencing tools -- not to mention, a growing desire to talk to salespeople virtually and on the phone rather than in-person -- outside sales roles are becoming increasingly less common.

Hiring 132

Hiring Salary Engineering Compensation 132

Sales Hacker Training

MAY 8, 2020

I also secretly worried that my so-so quota attainment, which was like once every second or third year, and I feared that rate was going to be the best that it ever got for me in my sales career. Here’s a process, or here’s a tool that can fix that for you.” That was a real fear that I had for a long time.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

Costello

JUNE 11, 2018

New territories or geographies. The factors that can turn a sales process upside down are many, and sales leaders rarely get the luxury of tweaking quotas or re-visiting goals to accommodate for the changes. New Territories. Updates to contracts, SOWs and product and service offerings. Strategic Account Plans.

Territories 71

Territories Enterprise Enterprise Quota 71

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. In a sales team, a CRM can assign territories and customers to individual sales people. The 12 reasons CRM user adoption fails.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. In a sales team, a CRM can assign territories and customers to individual sales people. Find the right CRM for you. for every dollar spent.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52